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Navigating Role Expectations in the B2B Professional Hair and Beauty Industry

Writer's picture: Tamara ReidTamara Reid

In the professional hair and beauty industry, particularly within brand to business contexts, the roles of Educators and Business Development Managers (BDMs) are pivotal. However, ambiguities surrounding their job descriptions, key performance indicators, and compensation structures have led to industry-wide inconsistencies.


Educators are typically responsible for training professionals on new products, techniques, and industry standards. Conversely, BDMs focus on expanding business opportunities, fostering client relationships, and driving sales.


Despite these distinct functions, overlaps often occur, leading to:

  • Unclear Job Descriptions: Some compaines expect Educators to undertake sales tasks, while BDMs might be tasked with training duties. (a dual role can also often be the case.)

  • Ambiguous KPIs: Measuring performance becomes challenging when roles are not clearly defined (or merged), affecting both individual execution and overall business outcomes.

  • Salary Discrepancies: Without standardised benchmarks, compensation varies significantly, causing dissatisfaction and potential team turn-over.

In an ideal setting, the industry would establish standardised benchmarks for these roles, encompassing:

  • Clearly Defined Responsibilities: Distinct and/or non-overlapping duties for Educators and BDMs.

  • Standardised KPIs: Consistent performance metrics to ensure fair guidelines.

  • Salary Benchmarks: Agreed-upon compensation ranges reflecting experience and responsibilities.

Implementing such standards would enable companies to budget effectively, recruit equitably, and provide clear career progression pathways for both BDM's and educators.


While establishing these benchmarks is a mammoth task (and who would take on that responsibility?!) , initiating conversations is a crucial first step. By engaging in open discussions, industry stakeholders can:

  • Share Insights: Collaborate on defining roles and expectations.

  • Establish Best Practices: Develop guidelines that benefit the entire industry.

  • Support Career Development: Provide clarity for professionals aiming to advance in their careers.

Such conversation creates a more structured and supportive environment, benefiting both businesses and individuals.


Addressing the ambiguities in role expectations for Educators and BDMs within the B2B professional hair and beauty industry is essential, though not easy. Through collaborative efforts and open discussions, the industry can move towards standardisation, ensuring clarity, fairness, and growth for all parties involved.

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