Senior Key Account Manager

About the role

We are looking for a Senior Key Account Manager to join our Ooni team. The role involves owning two of the most operationally complex and strategically important channels in our US wholesale business: a cooperative of several thousand independently owned doors and the home improvement big-box channel.

Responsibilities

• Own the full commercial plan, forecast, and profitability for major big-box and national hardware co-op accounts hitting quarterly sales and margin targets across brick-and-mortar and .com.
• Navigate the cooperative and independent-owner dynamic, RSC and warehouse ordering behavior, national buying shows and managers' meetings, and corporate vs. store-level decision-making.
• Segment the co-op store base into a deliberate tiered strategy—concentrating assortment, story, and support on the top high-velocity doors while treating the long tail with a leaner, entry-level planogram and avoiding over-distribution.
• Lead annual and seasonal line reviews / PLRs, building the assortment, pricing, and bundle strategy, and managing both in-store and online (including dropship / digital-first) programs.
• Manage the promotional calendar and co-op marketing programs for each account and stay on top of program economics, such as marketing fees, defective/disposal allowances, deductions, and chargebacks.
• Lead seasonal forecasting, rolling monthly forecasting, and inventory health. Monitor weeks-on-hand and RSC inventory, manage SKU phase-out and end-of-life transitions, and plan shipment timing so new ranges land cleanly.
• Protect margin with strong retail math: work landed cost and contribution margin at the SKU level, model tariff and surcharge impacts, and negotiate markdown funding, growth rebates, and co-funded clearance where needed.
• Drive sell-through, not just sell-in. Partner with our hardware channel field sales and third-party merchandising/demo teams on store audits, merchandising, associate training, and in-store demonstrations that move product off the shelf.
• Build buyer-facing analyses, rate of sale, velocity, gross-margin dollars, and recommended assortment/price positioning, and use competitive intelligence (assortment, pricing, share) to win and defend space against competitors.
• Collaborate cross-functionally with sales operations, retail marketing, product, finance, and logistics to align sell-in and sell-through tactics, and feed account insight back into category and brand strategy.
• Build authentic, senior-level relationships with buyers, planners, and category teams across major home improvement and national hardware accounts, and represent Ooni at trade shows, training events, and national-account meetings.
• Travel approximately 25% to meet face-to-face with accounts, attend events and trade shows, and visit stores. You will ideally be based within Austin, TX—though we are flexible for the right fit!

Requirements

• Evident hands-on expertise selling into major national hardware cooperative and the home improvement big-box channel.
• Deep working knowledge of the hardware co-op model—specifically regarding co-op program structures and the independent-owner dynamic.
• A track record of leading big-box line reviews / PLRs and managing both brick-and-mortar and .com / dropship programs.
• Strong retail math and commercial fluency: forecasting, weeks-on-hand, contribution margin, program costs, and the ability to build the financial story behind a plan.
• Experience designing or running sell-through and field-execution programs (store audits, training, demos, third-party merchandising).
• Excellent communication and relationship skills, with a well-organized, detail-oriented, and proactive way of working.
• Confidence in presenting and demonstrating the product to buyers, store owners, and consumers.
• Comfort with CRMs, ERP systems, and retailer portals; willing to travel within the US.

Qualifications

• Proven experience in sales and/or key-account management within consumer goods, durables, outdoor cooking, or housewares.
• Track record of success in similar roles, preferably in the home improvement or retail industry.
• Ability to work effectively in a fast-paced, dynamic environment with multiple stakeholders.
• Strong analytical and problem-solving skills.
• Ability to manage multiple priorities and deadlines.

Skills

• Strategic thinking and execution.
• Strong negotiation and relationship-building skills.
• Excellent interpersonal and communication skills.
• Ability to work independently and as part of a team.
• Proficiency in CRM, ERP systems, and retailer portals.

Benefits

• $620 every year to spend on your passion – whatever that may be.
• Store credit to spend on Ooni products each year, plus a 50% discount on any other Ooni stuff.
• 35 days of paid time off per year, plus an additional 5-week sabbatical when you've been here for 5 years.
• Employee Assistance Programme (EAP) which includes on-demand coaching and therapy sessions.
• Volunteering days off.
• Medical, dental, and vision cover (100% cover for yourself and 50% cover for dependents).

Pay

• $X per hour or $Y per day, depending on the specific role and location.

Schedule

• Full-time position with a standard 40-hour workweek.