Category Manager – AV Solutions

Key Responsibilities

• Develop and execute a long-term growth strategy for the AV category spanning IFP, professional displays, and audio systems.
• Own and be accountable for AV category revenue budgets, forecasts, and profitability; prepare and conduct Quarterly Business Reviews with core vendor partners and annual category reviews with senior leadership.
• Define the AV product portfolio—curate the right mix of vendors, product tiers, and solution configurations to serve K-12 and Pro AV customer segments effectively.
• Onboard new AV vendors and distribution partners; develop and maintain the category’s GTM offerings in collaboration with Marketing, Sales, and Sales Enablement teams.
• Monitor AV market trends, competitive dynamics, and technology shifts (e.g., LED vs. LCD transitions, AI-enabled displays, BYOD conferencing) to keep Bluum’s portfolio current and differentiated.
• Analyze category sales data to identify growth opportunities, underperforming SKUs, and pricing adjustments; bring data-driven recommendations to internal stakeholders.

Vendor & Partner Relationships

• Build and maintain strategic relationships with AV vendor partners—including IFP manufacturers, Pro AV display brands, audio solutions providers, and conferencing platform partners.
• Negotiate vendor agreements, deal registration programs, partner tiers, and pricing structures that support Bluum’s margin requirements and competitive positioning.
• Manage vendor portal programs including deal registrations, MDF/co-op funds, sales incentives, and partner certifications; ensure Bluum meets partner program requirements and maximizes available benefits.
• Serve as Bluum’s internal advocate for vendor partners—communicate product roadmaps, launch timelines, discontinuations, and promotional programs to Sales, Marketing, and Operations.
• Identify and evaluate new vendor and distribution partnerships that expand Bluum’s AV capabilities or address customer needs not currently served by the existing portfolio.

Presales & Customer Solution Consulting

• Participate in customer discovery meetings to understand AV requirements, space types, and use cases; conduct assessments of existing AV environments and develop tailored solution recommendations.
• Provide vendor-agnostic presales advisory to Sales and customers, recommending the right combination of IFP, display, audio, and conferencing technologies for each environment.
• Support deal development by coordinating demonstrations, developing solution architectures, and assisting Sales in building proposals that clearly articulate customer value and ROI.
• Aid in deal registrations, vendor pricing approvals, and configuration guidance to help sellers move AV opportunities through the pipeline efficiently.
• Provide ongoing lifecycle support and consulting to customers post-deployment, including product refresh planning and technology upgrade pathways.

Sales Enablement & Training

• Collaborate with Bluum’s training team to develop AV-specific training programs for new and existing Account Executives, covering IFP, Pro AV displays, audio, and conferencing solution categories.
• Curate and maintain AV enablement materials including solution guides, competitive comparison sheets, space-type playbooks, and customer-facing one-pagers.
• Establish a regular cadence with regional sales leaders and their teams to share AV market insights, category updates, new product launches, lifecycle changes, and deal win stories.
• Co-deliver vendor and product training alongside partner teams; support Sales Enablement with SME knowledge to improve opportunity closure rates across the AV portfolio.

Operations & Lifecycle Support

• Coordinate with Purchasing, Operations, and distribution partners on procurement, configuration, and deployment options for AV solutions.
• Partner with Marketing to develop well-structured AV offers with clear economic benefits—including bundle strategies that pair IFP or Pro AV hardware with services, installation, and support.
• Support RFP and RFI responses requiring AV subject matter expertise; review specifications and recommend compliant, competitive solution configurations.
• Other duties as assigned.