Key Account Manager - Distribution, North America

Natus•Schaumburg, IL

20h•Hybrid

About The Position

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.

Requirements

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.
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.

Nice To Haves

Experience working with small or regional distributor networks strongly preferred.

Responsibilities

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.