What are the responsibilities and job description for the Key Account Manager - Distribution, North America position at Natus Sensory?
FOR MORE THAN 80 YEARS, Natus has been committed to serving the varying needs of clinicians, delivering the highest-quality solutions to raise the standard of care for patients everywhere.
Our comprehensive diagnostic and therapeutic sensory solutions are designed to simplify workflows for sensory specialists, ensuring care teams have the right instrumentation to give patients the right support — and greater peace of mind.
Summary
The Distribution Manager supports national revenue growth by optimizing our Indirect Go‑to‑Market (GTM) strategy, strengthening relationships with channel partners, and expanding our Key Account footprint across North America. This role focuses on managing and growing a network of small instrument distributors—including partners such as Oaktree Products and their SID network—while also expanding business with major Key Accounts such as Sonova, Costco, and the VA, and developing new strategic accounts. The ideal candidate brings strong sales acumen, a relationship‑first approach, and hands‑on experience in capital equipment or related technical product environments.
The Distribution Manager will work cross‑functionally with Sales, Marketing, and the Director of Clinical Applications to ensure distributors and Key Accounts receive the tools, training, and support necessary for success. This is a highly visible position that requires excellent communication, strong account strategy skills, and the ability to operate independently in a fast‑paced, growth‑oriented environment.
Essential Duties And Responsibilities
Distribution & Revenue Growth
Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this position. Duties, responsibilities, and activities may change at any given time, with or without notice.
Pay Transparency
Actual compensation offered may vary depending on skill level, experience, and/or education.
Pay Transparency Details: The actual base pay offered will vary depending on multiple factors including job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Natus, it is not typical for an individual to be hired at or near the top end of the range.
What We Offer!
Natus is an Equal Employment Opportunity Employer. The Company’s policy is not to discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, religion, national origin, age, disability, military status, genetic information, or any other basis protected by applicable federal, state, or local laws. Natus also prohibits harassment of applicants based on any of these protected categories. It is also Natus’ policy to comply with all applicable federal, state, and local laws respecting consideration of unemployment status in making hiring decisions.
Our comprehensive diagnostic and therapeutic sensory solutions are designed to simplify workflows for sensory specialists, ensuring care teams have the right instrumentation to give patients the right support — and greater peace of mind.
Summary
The Distribution Manager supports national revenue growth by optimizing our Indirect Go‑to‑Market (GTM) strategy, strengthening relationships with channel partners, and expanding our Key Account footprint across North America. This role focuses on managing and growing a network of small instrument distributors—including partners such as Oaktree Products and their SID network—while also expanding business with major Key Accounts such as Sonova, Costco, and the VA, and developing new strategic accounts. The ideal candidate brings strong sales acumen, a relationship‑first approach, and hands‑on experience in capital equipment or related technical product environments.
The Distribution Manager will work cross‑functionally with Sales, Marketing, and the Director of Clinical Applications to ensure distributors and Key Accounts receive the tools, training, and support necessary for success. This is a highly visible position that requires excellent communication, strong account strategy skills, and the ability to operate independently in a fast‑paced, growth‑oriented environment.
Essential Duties And Responsibilities
Distribution & Revenue Growth
- Drive U.S. revenue and order growth by optimizing our Indirect GTM approach and ensuring strong national coverage through channel partners.
- Build and strengthen relationships with small instrument distributors to expand market reach and increase product visibility.
- Identify, evaluate, and onboard additional distributors to enhance national coverage and support business growth objectives.
- Manage key distributor accounts, developing account plans and executing strategies to increase performance and market penetration.
- Develop and execute strategic account plans for distributors and Key Accounts to increase performance and market penetration.
- Monitor distributor pipeline, forecasting accuracy, and order commitments to support business planning.
- Expand existing business with major Key Accounts—such as Sonova, Costco, and the VA—through relationship building, strategic planning, and collaborative growth initiatives.
- Identify and develop new Key Accounts to extend national reach and accelerate adoption of our solutions.
- Meet regularly with distributors across the U.S. to communicate product offerings, support sales efforts, and uncover new opportunities.
- Represent the organization at industry events, distributor meetings, and customer engagements.
- Gather and relay actionable market feedback to leadership, product teams, and marketing.
- Partner with the Director of Clinical Applications to coordinate and deliver distributor product training, demos, and technical onboarding.
- Work closely with cross‑functional teams—including marketing, operations, and sales leadership—to align distribution strategy with corporate goals.
- Help develop and execute initiatives that improve distributor performance, product knowledge, and customer engagement.
- Maintain accurate activity tracking, forecasting, and reporting within Salesforce.
- Prepare trip reports, pipeline summaries, territory updates, and distributor performance assessments.
- Use Excel and PowerPoint to analyze sales trends, create presentations, and compile business reviews.
- Proactively identify challenges within the distribution network and recommend solutions to improve efficiency, coverage, and revenue generation.
- Plan and host distributor events, meetings, and dinners to strengthen relationships and enhance business collaboration.
- Build trust‑based, long‑term partnerships focused on shared growth.
- 7–10 years of sales experience, preferably in capital equipment or technical product environments.
- 3–5 years of distribution management experience, including managing multiple distributor partners and key accounts.
- Demonstrated success driving revenue and expanding distribution networks.
- Strong communication skills, with the ability to present effectively, influence stakeholders, and build trust.
- Proven problem‑solving abilities and the capability to work independently in a fast‑paced environment.
- Experience working with small or regional distributor networks strongly preferred. Proficiency with Salesforce, Microsoft Excel, and PowerPoint, including forecasting and data analysis.
- Bachelor’s degree in business, marketing, engineering, or a related field.
- Ability and willingness to travel up to 50% nationally.
- Must be able to work onsite in Chicago with hybrid flexibility.
- Vision for long‑term distributor network growth and the ability to execute strategies to achieve it.
Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this position. Duties, responsibilities, and activities may change at any given time, with or without notice.
Pay Transparency
Actual compensation offered may vary depending on skill level, experience, and/or education.
Pay Transparency Details: The actual base pay offered will vary depending on multiple factors including job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Natus, it is not typical for an individual to be hired at or near the top end of the range.
What We Offer!
- Medical Plans
- Wellness Program
- Dental & Vision Benefits
- EAP Services
- Legal Services
- 401(k)
- 4 weeks of PTO
- 2 Floating Holidays
- 7 Company Holidays
- HSAs (Employer HSA contribution available, dependent on plan selection.)
- Dependent Care FSA
- Disability Benefits,
- Life Insurance Benefits
- Tuition reimbursement and more!
Natus is an Equal Employment Opportunity Employer. The Company’s policy is not to discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, religion, national origin, age, disability, military status, genetic information, or any other basis protected by applicable federal, state, or local laws. Natus also prohibits harassment of applicants based on any of these protected categories. It is also Natus’ policy to comply with all applicable federal, state, and local laws respecting consideration of unemployment status in making hiring decisions.