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Who we are

You enjoy creating and innovating. You never stop striving for better. You take responsibility and you get results. You love being part of a team. Above all, you want your work to matter: Welcome to our world! At Sonova we create sense by bringing sound to life. Our innovative hearing care solutions help millions of people enjoy life’s unforgettable moments.

We offer exceptional career opportunities through market-leading brands from consumer to medical, products and services that keep pushing hearing care forward, and a culture where you can quickly belong and perform at your best.

If you want the freedom to explore, opportunities to grow, and make positive change on people lives through your work, this is the place for you.

Join Sonova. Create sense.

Minnesota, United States

Key Account Manager (m/f/d)

Who we are

We live and breathe audio. We are driven by the passion to create audio solutions that make a difference. The business with consumer devices such as headphones, soundbars and speech-enhanced hearables is now operated by Sonova Holding AG under the license of Sennheiser.   

With the well-known Sennheiser brand, the company stands for premium quality in the field of audio products. In order to remain among the best in its field, Sonova Consumer Hearing is always on the lookout for outstanding talent for the Sennheiser brand.


The Key Account Manager, Retail Channel will be responsible for developing strategic relationships with existing and new national retail chains to successfully meet and/or exceed an assigned annual sales target for Sennheiser.

The following are key responsibilities:

  • Identify continuously key decision makers and influencers at the account and maintain fruitful relationships
  • Present new product launches and negotiate product listings in line with the strategic distribution targets of the Retail Channel
  • Execute account management tasks to include program negotiations, order processing, and demand planning
  • Manage account specific Co-opMarketing programs in partnership with the Trade Marketing Department
  • Negotiate and manage promotional programs in line with the Retail Channels profit strategies to drive incremental sales revenue
  • Create management reports on sales development and competitive trends 

 

Works closely with:
Internal:

  • Regional Retail Sales Team, including Global Key Account Managers for NA 
  • Regional Trade Marketing
  • Regional Operations Team (specifically credit and customer service) 
  • Global Retail Channel Management

External:

  • Direct Key National and Distribution Accounts – Buyers, Marketing Managers, Supply Chain Personnel

Job Requirements

  • 5-8 years’ experience and proven success in Sales Management and Business Development roles in the Consumer Electronics Channel
  • A minimum of 2 years’ experience in managing large national retail chains.
  • At least 2 years of direct management responsibility of outside vendors 
  • Excellent knowledge of the US and Canadian retail landscape, shopper behaviors and related merchandising tactics
  • Solid understanding of retail pricing policies  
  • Excellent negotiation skills Demonstrated ability to craft strategic account plans
  • Excellent analytical skills to include sales forecasting techniques 
  • Experience working collaboratively with trade marketing and knowledge in online and offline trade marketing tactics
  • Ability to travel domestic and international up to 50% 

Accountabilities/Key Responsibilities

  • Develop and implement sales strategies to achieve assigned sales quota
  • Collaborate with Sales Management to develop and manage performance metrics for the assigned accounts
  • Supervise performance of assigned 3rd party sales representation (when applicable)
  • to ensure business processes are executed according to defined standards
  • Build and maintain strong relationships with key decision makers and influencers at the assigned accounts. 
  • Support Regional Sales Director developing and maintaining high-level relationships with regional channel contacts and key account principals
  • Develop a strong and trust based relationship and cooperation with the Sennheiser Operations and Retail team colleagues
  • Forecast, analyze and report financials for the assigned accounts to include accurate SKU forecasts, monthly, quarterly and yearly sales growth projections.
  • Develop a cooperative relationship with trade marketing team members. Ensure flawless execution of trade marketing activities at the assigned accounts.
  • Ensure premium product launch and discontinuation activities at the assigned accounts in line with defined distribution and marketing plans.
  • Provide market feedback on trends, opportunities, competitive products and sales developments in close cooperation with the product specialist(s). 
  • Actively use the Customer Relationship Management System (Sugar CRM) for all visitation reports and to maintain customer contact data
  • Support the development, implementation and coordination of regional and global retail channel projects.
  • Actively process and analyze sales data in provided Business Intelligence tools and derive sales growth plan suggestions
  • Support the Regional Sales Director in identifying (strategic) sales and marketing opportunities

Essential Characteristics

  • Strong verbal and written communication skills with the ability to work with all levels of management
  • Outgoing nature with strong networking and relationship building ability.
  • Analytical thinker, with the ability to turn strategies into successful execution
  • Strong initiation skills, ability to respond quickly to changing business environments 
  • Results focused; uses performance targets and goals to drive personal accountability
  • Attention to detail; self-directed; self-starter; expert problem solver
  • Ability to work individually and cross-functionally across internal teams such as Sales, Marketing, Business Planning, and Logistics to problem solve and drive results

Sonova is an equal opportunity employer

We team up. We grow talent. We collaborate with people of diverse backgrounds to win with the best team in the market place. We guarantee every person equal treatment in regard to employment and opportunity for employment, regardless of a candidate’s ethnic or national origin, religion, sexual orientation or marital status, gender, genetic identity, age, disability or any other legally protected status.