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Key Account Manager, Pro Audio

21000048 Requisition #

This position is responsible for the sale of the Sennheiser products to specific accounts defined by Sennheiser as “key accounts”. You will be responsible for maintaining and expanding relationships with strategically important large customers as well as developing new relationships with Key Accounts.Typical portfolio of account(s) are large and more complex to manage due to size and special attention and requirements needed to manage these accounts. Position will be responsible for achieving and/or exceeding annual sales quota and assigned account objectives as well as meeting profit targets.  The ideal candidate will be based in the greater Los Angeles area.


  • Demonstrated and proven abilities in identifying, strategically approaching and acquiring new Resellers as well as the ability to assess risks of new Resellers.
  • Excellent ability to reach predefined goals during negotiations and win pricing discussions
  • Excellent skills in identifying and pursing growth opportunities
  • Excellent ability to prepare important customer meetings, including usage of tools
  • Strong ability of handling and prevention of objections
  • Excellent closing abilities with knowledge of closing tactics and techniques
  • Solid understanding of product specifications, advantages and applications
  • Ability to present and demonstrate technical products in a simple and condensed format
  • Solid capability to answer medium level technical questions
  • Solid understanding to key market drivers and trends
  • Solid understanding of competitive environment and relative performance
  • Solid understanding o market dynamics and interrelations
  • Excellent abilities to strategically cultivate and develop existing Reseller relationships in the long term
  • Excellent knowledge on creating Reseller development plans
  • Excellent skills in analyzing Resellers strategy and market situation
  • Excellent skills in the creation and maintenance of Reseller relationships
  • Excellent ability for extensive networking with Resellers and their key influencers
  • Excellent time management skills
  • String demonstrated analytical skills
  • Strong negotiations skills
  • Strong presentation skills
  • Solid active listening and strong communication skills
  • Willingness to document activities in IT-System (CRM)
  • Ability to travel up to 4 days per week including overnight travel as needed based on territory
  • High empathy and social competence
  • Motivational skills and high level of self-motivation
  • Team player
  • Excellent communication skills
  • Positive attitude

Education and Experience

  • 4-year college degree
  • 3+ years’ experience in outside sales, preferably in IT/AV or related technical sales and working with Resellers
  • Minimum 3 years knowledge of AV industry as well as IT and Networking Experience
  • (May consider les education with more years of related sales experience)
  • Fluent in English both written and spoken

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