Key Account Manager

Night Owl® is the #1 Wired Security Brand* in the United States. Our passion lies in manufacturing advanced private and secure video security solutions that monitor your property, day or night in High-Definition (HD) resolution. Night Owl also protects your privacy by putting you in complete control of recorded footage. Night Owl’s innovative home and business video security technology is turnkey, affordable, and does not require a mandatory monthly subscription fee or long-term contract.

The Key Account Manager will own the Night Owl relationship with several National and Regional Retail customers who comprise approximately 45% of the company’s Brick and Mortar revenue.  The role will also provide support in acquiring new retail business initiatives as needed. 

Reporting Structure:  This role will report to the EVP Sales and Marketing

Hiring Timing:  September 2025

Travel Requirement: Approximately 25% 

Compensation Range:  $120,000 - $175,000 base salary with a bonus opportunity

Experience & Background

• Experience managing key retail accounts, preferably in Home Security products consumer electronics or other similar products
• Proven track record in:
  • Building and maintaining strong customer relationships with buyers/category managers
  • Driving revenue growth and increasing product placements
  • Managing sell-in and sell-through performance
• Experience with new product launches and promotional execution at retail
• Experience working with national retailers, including maintaining product listings and portal compliance

       Technical & Functional Skills

• Proficient in analyzing POS data, category trends, and inventory metrics
• Ability to create and execute strategic account plans
• Skilled in sales forecasting and demand planning coordination
• Familiarity with:
  • Planograms and in-store/online merchandising
  • Retail promotional calendars and ROI analysis
  • Retail compliance, chargebacks, and EDI issue resolution
  • Retailer portals for product content, pricing, and inventory management

Cross-Functional Abilities

• Ability to collaborate across departments including:
  • Marketing
  • E-commerce
  • Operations/logistics
  • Finance
  • Product development
  • Technical support
• Ability to communicate retailer feedback internally for product and roadmap improvement

Analytical & Reporting Skills

• Strong analytical mindset to:
  • Track and interpret Sales KPIs (e.g., margin contribution, inventory turns, promotional lift)
  • Provide regular reporting to leadership and retail partners
  • Analyze competitor activity and industry trends

Strategic Thinking

• Experience identifying and executing growth opportunities within existing accounts
• Ability to participate in joint business planning and develop account-specific initiatives (e.g., exclusive SKUs, bundles)

Other (Implied or Typical)

• Bachelor’s degree in business, Marketing, or related field (preferred)
• Willingness to travel as needed for retailer meetings and store visits

Major Responsibilities of the Key Account Manager:

1. Customer Relationship Management

• Serve as the primary point of contact for assigned key retail accounts
• Build and maintain strong, long-term relationships with buyers and category managers
• Develop trust-based partnerships to secure continued business and priority placement

2. Retail Account Strategy & Planning

• Create and execute account-specific business plans that align with company sales goals
• Analyze sell-through and category trends to identify opportunities for expansion
• Drive SKU rationalization, promotional calendars, and seasonal assortments

3. Sales Execution

• Own sales performance for assigned accounts (sell-in and sell-through)
• Forecast orders and manage replenishment needs in coordination with demand planning
• Monitor and manage product sales performance (velocity, returns, margin targets)

4. Promotions & Merchandising

• Collaborate with marketing, Ecomm and the retailer to plan and execute promotional campaigns
• Manage in-store and online merchandising, including planograms and PDP optimization
• Ensure promotional compliance and analyze ROI on past promotions

5. New Product Introductions

• Coordinate retail launches for new products (cameras, NVRs, DVR’s & accessories)
• Secure listings and planograms, and assist in packaging and merchandising requirements
• Train retailer teams on new product features and benefits (as needed)

6. Cross-Functional Collaboration

• Work with product, marketing, logistics, and finance teams to meet account needs
• Collaborate with the OPS team and tech support to address customer concerns
• Communicate retailer feedback internally for product improvements or roadmap input

7. Performance Reporting & Analysis

• Track key KPIs: POS data, margin contribution, inventory turns, promotional lift
• Provide weekly/monthly reporting to leadership and retail partners
• Analyze competitive activity and market trends in the retail security space

8. Issue Resolution

• Manage chargebacks, returns, compliance issues, and EDI errors
• Ensure timely resolution of out-of-stock issues or promotional discrepancies
• Coordinate with warehouse and logistics teams for on-time delivery

9. Retailer Portals & Compliance

• Maintain product listings, pricing, and content on retailer portals
• Ensure compliance with each retailer’s operational requirements and scorecards

10. Strategic Growth Initiatives

• Identify new placement opportunities in current accounts (e.g., expanding to more stores, adding commercial SKUs)
• Participate in joint business planning meetings with retail partners
• Assist in developing exclusive SKUs or bundles when appropriate

• Excellent communication and interpersonal skills
• Problem-solving mindset with ability to resolve issues related to chargebacks, out-of-stocks, and promotional discrepancies
• Strong organizational skills and attention to detail
• Ability to thrive in a fast-paced, results-driven environment

Night Owl is one of the only U.S. based and U.S. owned video security companies with wired and wireless solutions available at major retail stores. The Night Owl team of U.S. based engineers, designers, technicians, and customer service representatives have been revolutionizing the home and business video security industry since 2009. At that time Night Owl’s founder and CEO left his job at a video security company so he could launch Night Owl to combat growing threats to our security and privacy. Since inception, Night Owl has put America’s best interests first.

Night Owl offers a competitive benefits package and has a supportive & collaborative company culture.

#IND1