Head of Key Accounts EMEA - Audio/MI

  • Focusrite
  • High Wycombe, UK
  • May 05, 2023
Full time Sales

Job Description

Head of Key Accounts EMEA - Audio/MI

Based: High Wycombe / Hybrid
Term: Permanent, Full time
Salary: Dependent on experience + excellent benefits

The Role:

Reporting to the Senior Vice President of Focusrite Group EMEA, the Head of key accounts will lead our sales relationships with our most important customers in EMEA. Initially managing Amazon, Thomann and Gear 4 Music, the Head of Key accounts will be responsible for delivering a strategic approach maximising these important revenue streams. They will be responsible for budgeting sales, planning marketing and be able to report on the ROI for all activities with each of the key accounts. They will work with other route to market heads across Focusrite Group EMEA ensuring and nurturing a transparent and collaborative relationship in the Focusrite Group EMEA team. The successful candidate will have recent or current experience in the Audio / MI sector.

Key responsibilities include:

  • Responsible for the financial performance of key accounts across EMEA initially comprised of Amazon EU, Thomann & Gear4Music
  • Responsible for financial performance of the Education sector across EMEA
  • Develop and implement the EMEA Key Account Sales & Marketing Strategy for all Focusrite Group MI brands in conjunction with the SVP FGEMEA and the relevant Brand Owners.
  • Continually refine the FGEMEA Key Account strategy based on best practice in conjunction with SVP FGEMEA, SVP Channel Development & Brand Owners.
  • Create and develop the FGEMEA Key Account team in conjunction with the SVP FGEMEA.
  • Develop the EMEA Key Account annual sales budgets with revenue & GM% goals with the SVP FGEMEA.
  • Ensure that Brand aligned & localized channel marketing is correctly deployed across the D2R regions, and the effective ROI is measured and fed back to the Brands.
  • Deliver the planned revenue & GM%.
  • Reforecast revenue & GM% quarterly.
  • Continually find ways to increase revenue & GM% from the identified Key Accounts.
  • In conjunction with the SVP FGEMEA define the parameters that are needed to be satisfied for an account to become a Key Account.
  • Transition accounts to Key Account status when the parameters have been fulfilled.
  • Identify new business opportunities.
  • On a quarterly basis complete reforecast for the key account business across EMEA, ensuring that the business has clear indications on the demand for our brands.
  • Take part in all relevant trade shows and events that effect and influence the key account business across EMEA.
  • Develop and deliver a strategy for our education business across all EMEA territories to improve engagement and relationships with the education sector.

Skills and experience required:

  • Will have audio/MI industry experience at Manager level.
  • Proven experience in managing multiple high value accounts across Europe.
  • Proven experience in high level sales negotiations with key partners.
  • Will be a motivated self-starter, and goals driven.
  • Will have experience at delivering marketing strategies to help partners achieve their objectives.
  • Will be able to work as part of a collaborative team.

About Us

Focusrite plc is a global music and audio group that develops and markets music technology products. Used by audio professionals and amateur musicians alike, our solutions facilitate the high-quality production of recorded and live sound. Our audio technology brands stand together, seeking to enrich lives through music by removing barriers to creativity – ‘we make music easy to make’.

The Focusrite Group trades under eleven established and rapidly growing brands: Focusrite, Focusrite Pro, Novation, ADAM Audio, Sequential, Oberheim, Martin Audio, Optimal Audio, Ampify Music, Linea Research and Sonnox. With a high-quality reputation and a rich heritage spanning decades, its brands are category leaders in the music-making industry.

Music technology is an enriching space to work in and we enjoy a Group-wide open-door culture which encourages innovation. This culture, combined with a passion for the inspirational solutions we create, has led to the group winning numerous accolades, including six Queen's Awards, the AIM Company of the Year Award 2021 and regular appearances in 'The Sunday Times 100 Best Small Companies to Work For’.

The Focusrite Group is dedicated to building a great place to work and as an equal opportunity employer we are committed to Diversity and Inclusion. The group mission is to cultivate an equitable culture, internally and externally, where all people feel they are welcome, safe and positively represented, because at Focusrite they truly are. Equally, we recognise the major impact that climate change is having on our world and work every day towards being industry leaders in a carbon neutral future.

Benefits include flexible/hybrid working, company pension, life insurance, private healthcare, employee purchase scheme, group bonus scheme, company music events, offsite company parties and free breakfast/lunch in the canteen. We arrange company training sessions and encourage personal development.