Director of Field Sales Strategy

At K18, we're about hair freedom for all–engineered with biotech. We are on a mission to liberate expression. To make the impossible possible with the right technology. To build a community of forward thinkers, risk takers, and rabble rousers. To bring fearless innovation forward and push boundaries past where we thought they could go. 

Position Overview

The Director of Field Sales Strategy serves as a key leader in driving K18’s professional business strategy across our distributor network. Acting as the critical link between national sales leadership and distributor field teams, this role ensures that strategy, education, and execution are flawlessly aligned in-market.

This individual will lead field execution, strengthen distributor relationships, accelerate growth through key salon and chain accounts, and spearhead sales enablement and training initiatives. It’s a strategic yet hands-on position ideal for a leader who can translate vision into measurable results.

Key Responsibilities

Sales Strategy & Planning

• Partner with the VP of Sales and cross-functional leaders to define and deliver annual, monthly, and weekly sales objectives aligned with corporate goals.
• Collaborate with Sales, Finance, Marketing, and Operations to set and achieve revenue targets.
• Develop and execute strategic sales plans that balance brand, operational, and financial priorities.
• Contribute market insights and performance trends during internal strategy and planning sessions.
• Provide input into corporate budgeting and forecasting to align field performance with profitability goals.

Field Leadership & Execution

• Lead distributor field teams to execute K18’s professional strategy consistently across all territories.
• Oversee implementation of field support tools—training programs, productivity initiatives, account planning, and customer engagement systems.
• Establish clear KPIs and accountability frameworks to drive high performance and collaboration.
• Design and deliver sales enablement and education programs that enhance field execution and stylist engagement.
• Partner cross-functionally to develop impactful sales collateral, field resources, and training materials.
• Represent K18 at distributor national and regional sales meetings to align teams and reinforce strategy.
• Identify distribution gaps and opportunities, supporting expansion initiatives as needed.

Key Account Development

• Build and manage relationships with key salon groups and multi-location chain accounts.
• Collaborate with distributor and retailer key account managers to create tailored sales strategies and assortments that optimize brand performance.
• Lead quarterly business reviews (QBRs) with internal and external partners to assess results and shape forward-looking plans.
• Drive growth into new territories and customer segments through targeted partnership development.
• Monitor distributor performance (sales, fill rates, deductions) and recommend data-driven actions for improvement.

Market & Program Strategy

• Partner with distributors and internal teams to plan and execute product launches, promotions, and education initiatives that drive sell-through.
• Develop and oversee a Salon Suites Program to engage suite owners and independent stylists via education, sampling, and activation.
• Ensure field programs reflect K18’s brand values, messaging, and business priorities.
• Act as a brand ambassador at distributor meetings and events, gathering insights to inform future strategy.

Business & Operational Management

• Track and analyze weekly, monthly, and quarterly performance by territory, door, and account to identify trends and opportunities.
• Use analytics and dashboards to guide decision-making and pinpoint growth levers.
• Build scalable field processes, reporting frameworks, and ROI tracking tools.
• Present regular business updates and insights to senior leadership.

Qualifications & Experience

• 7+ years in sales, education, or field leadership within the professional beauty, salon distribution, or related industry.
• Proven success leading teams, driving growth, and building strong distributor partnerships.
• Strong analytical, organizational, and strategic planning capabilities.
• Experience managing key accounts and complex partnerships.
• Exceptional communication, presentation, and relationship-building skills.
• Background in developing and facilitating education and sales programs.
• Bachelor’s degree preferred; valid driver’s license required.
• Ability to travel up to 50% across North America.

Who You Are

A strategic operator and collaborative leader who thrives in fast-paced, high-performance environments. You excel at connecting strategy with execution, building trusted partnerships, and driving results in the field. You believe education fuels growth—and that empowering stylists through science-backed innovation transforms the industry.

Salary Range: $120-135k USD

This range represents the low and high end of the anticipated base salary range for this position. The actual base salary will depend on numerous factors such as: experience, knowledge and skills, and if the location of the job changes.

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EEO Statement

K18 is proud to be an equal opportunity employer and is committed to providing employment opportunities regardless of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, pregnancy, childbirth and breastfeeding, age, sexual orientation, military or veteran status, or any other protected classification, in accordance with applicable federal, state, and local laws. For more information, please see Know Your Rights: Workplace Discrimination is Illegal.

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