Key Account Manager

Job Description

At Pair Eyewear, we believe in placing our people at the center of everything we do. We are dedicated to fostering a joyful and dynamic workplace, providing our employees with an environment where they can thrive and make a meaningful impact.

Pair Eyewear is looking for a Key Account Manager (North America) to join our Wholesale team. You will own a portfolio of chain optical accounts end to end: hitting the number, building relationships, and running the day-to-day business with each partner. You will also open new accounts, shape assortment and pitch strategy, and establish growth targets for the accounts you manage.

This is a commercial role within a wholesale channel we are actively scaling and building, so you will help create processes alongside our Wholesale team. The ideal candidate thrives in prospecting new accounts, creating structure, and collaborating cross-functionally with Marketing and Operations.

What You’ll Do

• Develop, manage, and grow strategic partnerships with existing chain optical accounts across North America
• Deliver and exceed sales targets by consistently engaging with active accounts, identifying new opportunities, and managing customer relationships
• Lead business development, sales prospecting, and engagement with targeted new accounts
• Own annual growth targets and account performance
• Own your accounts end to end, including the operational processes behind them. In partnership with our Key Account Coordinator, you will manage account setup, order entry, purchase orders, order confirmations, and other day-to-day account needs
• Ensure consistent execution for key accounts by managing and communicating business processes across internal teams, including Product Design & Development, Marketing, Executive Management, and Operations
• Provide strategic input into assortment planning, pitch decks, and reporting on key account performance
• Create forecasts and regularly update senior management on performance, opportunities, and risks
• Co-own joint marketing campaigns with key accounts
• Create client strategy, engagement, and action plans
• Collaborate with global teams, markets, and functional partners to share knowledge and best practices effectively

Who You Are

• An exceptional relationship builder with a strong ability to understand and address the unique business needs of customers
• A highly effective communicator, both written and verbal
• Able to prioritize competing responsibilities and manage multiple deadlines while maintaining strong organization and follow-through
• A strong problem solver with excellent organizational and time-management skills
• Comfortable building rather than inheriting. You have created processes, structure, or a book of business from scratch and are energized rather than frustrated by ambiguity
• Self-directed in a home-based role. You are proactive about creating touchpoints with customers and colleagues rather than waiting for them to be scheduled
• Comfortable working in a digitally focused environment, balancing virtual collaboration with time spent in market building relationships with customers and prospects
• Comfortable working across multiple systems and tools as part of your day-to-day work
• Our tools include Google Workspace, Shopify, NetSuite, Monday, Looker, Notion, and Slack

Need to Have

• 8+ years of direct sales experience in retail or wholesale within the eyecare/optical industry
• Experience working with an ERP, order management system, and other tools used to manage customer accounts and sales operations
• Willing and able to be in market approximately 8–10 days per month, including overnight travel, client meetings, prospecting, trade shows, and industry events

Nice to Have

• Experience managing national or regional retail chain accounts
• Knowledge of industry trends, the competitive landscape, and customer insights
• Understanding of retail merchandising and assortment planning principles
• Experience with joint marketing campaigns and cross-functional collaboration

What Success Looks Like

• First 90 days: You know the portfolio, have met every active account, are actively prospecting new regional chains, and have developed a clear point of view on where the biggest growth opportunities are.
• First 6 months: Your book of business is on plan, at least two to four new accounts are in pilot or rollout, and your account processes are running smoothly without requiring constant follow-up.
• First 12 months: You have delivered against targets for your existing and new accounts and helped build the playbook that will support continued account growth as the Wholesale channel scales.

Some Benefits and Perks of Working at Pair

• Health, vision, and dental insurance
• Generous vacation policies
• Competitive salaries with equity opportunities
• Retirement savings plan options
• Free eyewear (plus discounts for family and friends)

At Pair, we carefully consider a wide range of factors when determining compensation. These considerations can cause your compensation to vary. The pay range for this position is expected to be between $125,000–$155,000 per year and will depend on your skills, qualifications, and experience. Additionally, this role may be eligible for discretionary short-term and long-term incentives. We encourage all interested candidates to apply.

All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of actual or perceived age, ancestry, citizenship, color, disability, familial status, family responsibilities, gender identity/expression, genetic information, marital status, matriculation, national origin, personal appearance, political affiliation, pregnancy or related condition (including breastfeeding), race, religion, sex, sexual orientation, socioeconomic status, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.