Distribution Account Manager

Distribution Account Manager

About the Role

Jabra is seeking a results-oriented Distribution Account Manager to manage and grow relationships with assigned distribution partners in North America. This role is responsible for driving profitable revenue growth, improving inventory productivity, expanding partner capabilities, and ensuring the successful execution of Jabra’s distribution strategy.

The Distribution Account Manager will serve as the primary business contact for assigned distributors, developing joint business plans that align Jabra’s priorities with each partner’s capabilities and market opportunities. The successful candidate will combine strong commercial judgment, analytical skills, and operational discipline to manage sell-in, sell-through, inventory, forecasting, marketing programs, and new-product launches.

This position requires a collaborative leader who can influence partner organizations, coordinate effectively across Jabra’s sales and support functions, and translate business data into clear actions and measurable results.

About Jabra

Jabra is a global leader in professional audio, video, and collaboration solutions. We create technology that helps people communicate, collaborate, and perform at their best—wherever work happens. At Jabra, we value innovation, accountability, collaboration, and an unwavering commitment to improving the experiences of our customers and partners.

Jabra is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Key Responsibilities

Distributor Relationship Management

• Own the overall business relationship with TD Synnex, Almo and other partners as assigned
• Build strong relationships across distributor purchasing, sales, marketing, finance, operations, and executive leadership teams.
• Develop and execute joint business plans that establish revenue targets, strategic priorities, investments, and performance measures.
• Conduct regular business reviews to evaluate results, identify opportunities, and address performance gaps.
• Serve as the primary escalation point for business and operational issues involving assigned accounts.
• Ensure partners understand Jabra’s strategy, portfolio, programs, policies, and expectations.

Revenue and Business Development

• Deliver assigned sell-in, sell-through, revenue, and profitability targets.
• Identify opportunities to expand Jabra’s share of wallet within assigned distributors.
• Develop initiatives that increase reseller recruitment, activation, and productivity.
• Partner with distributor sales teams to generate demand and accelerate opportunities through the channel.
• Create targeted growth programs for priority segments, including SMB, enterprise, public sector, healthcare, and video collaboration.
• Negotiate stocking orders and promotional investments that support Jabra’s financial and strategic objectives.
• Build recovery plans when performance falls below expectations.

Inventory and Forecast Management

• Manage distributor inventory levels to support customer demand while minimizing excess, aged, and obsolete inventory.
• Monitor inventory levels, weeks of supply, product mix, open orders, backorders, and sell-through trends.
• Develop accurate monthly and quarterly forecasts based on partner data, market conditions, pipeline, and promotional activity.
• Coordinate product transitions, end-of-life plans, and new-product introductions.
• Work with distributor purchasing teams to improve order timing, inventory linearity, and product availability.
• Identify forecast risks early and communicate recommended actions to Jabra leadership.

Program and Investment Execution

• Develop and manage distribution programs, incentives, promotions, and sales campaigns.
• Ensure investments have clear objectives, defined success measures, and documented return on investment.
• Track partner compliance with program requirements, reporting expectations, and contractual terms.
• Manage market development funds and other partner investments within approved budgets.
• Collaborate with Finance to ensure rebates, credits, claims, and promotional payments are accurate and properly documented.
• Evaluate program performance and recommend changes based on measurable business outcomes.

Product and Sales Enablement

• Lead distributor readiness for product launches, portfolio changes, pricing updates, and strategic initiatives.
• Coordinate training for distributor sales, technical, and marketing teams.
• Develop sales plays that help distributor teams position Jabra’s audio and video solutions effectively.
• Ensure priority products receive appropriate visibility, stocking levels, and sales support.
• Partner with Marketing on digital campaigns, events, reseller communications, and demand-generation activities.
• Support the recruitment and development of partners capable of selling Jabra’s complete portfolio.

Cross-Functional Collaboration

• Work closely with Channel Account Managers, Marketing, Finance, Operations, Customer Service, Product Management, and Supply Chain.
• Connect distributor resources with Jabra’s reseller and field sales teams to accelerate opportunities and improve partner execution.
• Maintain accurate account plans, forecasts, activities, and business opportunities within Jabra’s CRM and reporting systems.
• Use partner reporting and business intelligence tools to identify trends and recommend actions.
• Communicate partner feedback, competitive activity, and market developments to internal stakeholders.
• Represent Jabra at distributor events, sales meetings, partner conferences, and industry activities.

Measures of Success

Success in this role will be evaluated based on:

• Achievement of revenue, sell-in, and sell-through targets.
• Profitable growth across Jabra’s audio and video portfolios.
• Forecast accuracy and consistent quarterly revenue execution.
• Inventory health, product availability, and reduction of aged inventory.
• Growth in active and productive reseller partners.
• Successful execution of product launches and portfolio transitions.
• Return on distributor programs and marketing investments.
• Completion and execution of joint business plans.
• Quality of distributor relationships and cross-functional collaboration.
• Accuracy and timeliness of account plans, forecasts, and business reporting.

Required Qualifications

• Bachelor’s degree in business, marketing, finance, or a related field, or equivalent professional experience.
• Five or more years of experience in distribution, channel sales, account management, or business development.
• Demonstrated success managing distributor, reseller, or technology-channel relationships.
• Strong understanding of distribution economics, including sell-in, sell-through, inventory management, rebates, pricing, promotions, and margin.
• Proven ability to build joint business plans and deliver measurable revenue growth.
• Strong analytical skills and the ability to translate business data into actionable recommendations.
• Experience managing forecasts, budgets, partner investments, and performance metrics.
• Strong negotiation, presentation, and executive communication skills.
• Ability to influence partner and internal stakeholders without direct authority.
• Excellent organizational skills and the ability to manage multiple priorities in a fast-paced environment.
• Proficiency with CRM, business intelligence, spreadsheet, and presentation tools.
• Ability to travel as required.

Preferred Qualifications

• Experience in unified communications, professional audio and video collaboration.
• Experience working with TD Synnex and their reseller ecosystems.
• Knowledge of distributor purchasing, inventory, operations, marketing, and sales processes.
• Experience supporting product launches and complex portfolio transitions.
• Familiarity with Microsoft Dynamics, Power BI, or similar reporting platforms.
• Experience developing reseller recruitment, enablement, or demand-generation programs.
   

Additional

• Location: Greenville, SC
• Reports to: Head of Channels and Distribution
• Travel: Approximately 25–35%

***Priority will be given to candidates located in Greenville, SC and surrounding areas***

• The base salary for this position is $100,000 annually, plus a 40% sales incentive. The anticipated total target compensation is $140,000 annually.
• Actual compensation will be determined based on a range of factors, including geographic location, role scope, relevant skills, qualifications, and experience.