Senior Key Account Manager (Ace Hardware/Home Improvement)

We are looking for a Senior Key Account Manager to join our Ooni team! In this seat you’ll own two of the most operationally complex and strategically important channels in our US wholesale business: anchored by a cooperative of several thousand independently owned doors, and the home improvement big-box channel.

We’re not looking for someone who will learn these channels on the job. We need a proven operator who already speaks the language of major national retail and home improvement channels. You must be someone who has already sat across the table in high-stakes, big-box line reviews and who understands that the real win is sell-through, not just sell-in. You’ll own the strategy, the forecast, the assortment, the promotional calendar and the profitability for these accounts, and you’ll lead the segmentation and sell-through work that turns crowded shelves into productive ones.

You’ll work alongside our US and Global Sales teams, our retail marketing, product, finance and supply chain partners, and our field and demonstration teams, to grow Ooni’s omni-channel presence and protect margin across your portfolio.

What You'll Do:

• 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.
• Be our in-house expert on the national hardware co-op model: 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 avoid 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 - but we are flexible for the right fit!

What You'll Need To Succeed

• Evidenceable hands-on expertise selling into major national hardware cooperative and the home improvement big-box channel. This is the core requirement of the role, not a nice-to-have.
• Demonstrable experience in sales and/or key-account management within consumer goods, durables, outdoor cooking, or housewares.
• 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.

Why Ooni?
When you join one of our global teams, you’re joining a dedicated group of do-ers who value Kindness, Passion, Innovation, Ambition and Rigor above all else. We live, work and play by these values and are proud of what we’ve built here. As a member of our team, you will also receive the following:

• $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
• Work for an employer that cares about your well-being! We’ve got an employee assistance programme which includes on-demand coaching and therapy sessions
• We’re all about giving back. That’s why we offer five paid days to volunteer each year
• Enrolment into our medical, dental, and vision cover (100% cover for yourself and 50% cover for dependents)

Having a fantastic culture is really important to all of us at Ooni. We work hard to make it diverse and inclusive, and want everyone to have access to the same opportunities. If you would like this advert in a different format or need an alternative method of applying, please let us know. You can email us at [email protected].