KAM (Key Account Manager)

Sonova; Barcelona; Hybrid; EUR 60,000 - 90,000; Full time

Job summary

Sonova in Barcelona seeks a seasoned Key Account Manager to own and grow a portfolio of strategic customers across Spain. You will build trusted relationships with decision-makers, develop tailored commercial plans, and drive revenue growth within a national scope with regular travel across Spain.

You will collaborate with Sales, Marketing, Finance, Customer Service, Supply Chain, Legal and Audiology to deliver launches and customer initiatives, while leveraging data from Salesforce to

Qualifications

• Around 10 years of sales experience with 3+ years managing key accounts.
• Proven track record in account development, negotiation and long-term relationships.
• Strong budgeting, forecasting and profitability mindset; expert CRM/Office skills; fluent in Catalan, Spanish and English B2.

Responsibilities

• Take full commercial ownership of your key account portfolio, defining account strategies, priorities, and growth plans.
• Identify and develop new business and share-of-wallet opportunities, based on customer needs and profitability.
• Build lasting relationships with key stakeholders, acting as main commercial contact within Sonova.
• Lead commercial negotiations, tenders, pricing agreements, contracts, and customer-specific projects.
• Manage account budgets, forecasts, sales performance, profitability, and commercial investment.
• Coordinate with Sales, Marketing, Finance, Customer Service, Supply Chain, Legal and Audiology to deliver product launches, customer initiatives, and agreed solutions.
• Monitor account performance and opportunities through Salesforce, ensuring reporting and using data to strengthen execution.

Skills

Sales experience

Key account management

Negotiation

Relationship building

Forecasting & budgeting

CRM (Salesforce)

Analytical thinking

English proficiency (B2)

Catalan fluency

Spanish fluency

Education

Master's degree in Sales Management/Key Account Management or Audioprotesista

Tools

Microsoft Office

Salesforce

Job description

At Sonova, we envision a world where everyone can enjoy the delight of hearing. This vision inspires us and fuels our commitment to developing innovative solutions that improve hearing health and human connection - from personal audio devices and wireless communication systems to hearing aids and cochlear implants. We're dedicated to providing outstanding customer experiences through our global audiological care services, ensuring that everyone has the opportunity to engage fully with the world around them.

Guided by a culture of continuous improvement that fosters resilience and self-motivation, our team is united by a shared commitment to excellence and a deep sense of pride in our work, each of us playing a vital role in creating meaningful change,

Here you’ll find a diverse range of opportunities that span both consumer and medical solutions and the freedom to shape your career while making an impact on the lives of others. Join us in our mission to create a more connected world, where every voice is heard and every story matters.

Barcelona, Spain

As Key Account Manager, you will take ownership of developing and growing a portfolio of strategic customers across your assigned area. You will build trusted relationships with key decisionmakers, identify new business opportunities, and develop tailored commercial plans that deliver sustainable revenue growth and profitability.
In return for your commercial drive, strategic mindset, and ability to build long-term customer partnerships, you will have the opportunity to take real ownership of your accounts, work closely with teams across Sonova and directly contribute to the continued growth of our business in the Iberian market.

The role has a national scope and will involve regular travel across Spain, with a primary focus on managing and developing key accounts in the Barcelona area.

More about the role:

• Take full commercial ownership of your key account portfolio, defining account strategies, priorities, and growth plans.
• Identify and develop new business and share-of-wallet opportunities, based on a strong understanding of customer needs, potential, and profitability.
• Build lasting relationships with key stakeholders and decisionmakers, acting as their main commercial contact within Sonova.
• Lead commercial negotiations, tenders, pricing agreements, contracts, and customer-specific projects within agreed commercial guidelines.
• Manage account budgets, forecasts, sales performance, profitability, and commercial investment, developing robust business cases for key proposals.
• Coordinate with Sales, Marketing, Finance, Customer Service, Supply Chain, Legal and Audiology to deliver product launches, customer initiatives, and agreed solutions.
• Monitor account performance and opportunities through Salesforce, ensuring accurate reporting and using data and insights to continuously strengthen commercial execution.

More about you:

• You bring around 10 years of sales experience, including at least 3 years managing key or strategic accounts.
• You have a strong track record in commercial account development, negotiation and building long‑term customer relationships.
• You are commercially and financially minded, with experience managing sales forecasts, budgets, profitability, and business cases.
• You are a confident relationship builder who can influence decisionmakers and coordinate effectively across multiple internal functions.
• You bring strong analytical, entrepreneurial, and results‑oriented thinking, combined with accountability and a collaborative approach.
• You have advanced Microsoft Office and CRM skills, ideally including Salesforce.
• You are fluent/native in both Catalan and Spanish (Castellano), with at least an upper‑intermediate level of English (B2).
• A master’s degree in Sales Management/Key Account Management or an Audioprotesista qualification would be an advantage.

More about what we offer

As one of the world’s leading hearing care providers headquartered in Switzerland, we’re committed to building an inclusive culture. We want to create an environment where you can balance a successful career with your commitments and interests outside of work, through our flexible hybrid working model. We offer a wide range of training opportunities for both your professional and personal development, and there are exceptional growth opportunities with individual development plans.

Sonova is an equal opportunity employer

We team up. We grow talent. We collaborate with people of diverse backgrounds to win with the best team in the market place. We guarantee every person equal treatment in regard to employment and opportunity for employment, regardless of a candidate’s ethnic or national origin, religion, sexual orientation or marital status, gender, genetic identity, age, disability or any other legally protected status.