Regional Key Account Manager

Description

Own, Build, and Drive Key Regional Account Relationships

Forecasting, Order Management & Supply Chain Coordination

Collaborate and Develop Global Key Accounts with GKAM

As a Regional Key Account Manager, you will be responsible for executing global account strategies within a designated geographic region by engaging with regional client teams, identifying regional opportunities and working closely with key internal stakeholders to drive strong sales performance and deep adoption of our technology within the account, through valuer articulation around energy efficiency, carbon abatement, and space optimization.

• Collect, verify, and communicate accurate regional forecasts regarding product volumes, timelines, and service needs across all the accounts assigned.
• Develop annually a comprehensive product forecast by month using best intelligence on historical buying and future forecasts; update monthly as conditions change.
• Develop key stakeholders in Sourcing and Operations, learn their needs around Lead Time, OTD, and related areas.
• Translate global account objectives into region-specific action plans, including the identification of local sales opportunities and areas for technology adoption.
• Tailor the global LAMP plan for assigned Global accounts at the regional level by adapting key initiatives to the local market context.
• Organize and manage regional customer visits, joint marketing initiatives, and participation in local trade shows or industry events.
• Identify regional accounts with potential to evolve into global accounts and recommend appropriate action plans.
• Provide local market insights and data to support pricing, terms, and contractual decisions, while working in close collaboration with the GKAM and legal teams.
• Work closely with sales enablement, local supply chain, operations, SIOP, and inventory management teams to ensure the timely delivery of products and services.
• Work to resolve local collections challenges promptly, ensuring the financial stability and smooth operation of the account.
• Deliver regular, detailed reports to the GKAM and regional leadership on account status, sales forecasts, achievements, and any challenges or opportunities.
• Collaborate with regional finance and collections teams to monitor payment cycles and address any issues that could delay cash flow.
• Chart out, inside the LAMP plans, where the Client’s purchases are today, product by product, vs where they could be if the Client would adopt more modern technology, and link such conversion to solving their key needs. And develop a sequential plan of attack, with the client and with the right thought leaders inside Armstrong, to put them onto the track of adopting and obtaining more value and more stickiness with Armstrong. Make this plan explicit in the LAMP plan each year, by month or quarter. Track progress against set goals. Work resources like Application Engr and Operations inside Armstrong to fulfill these plans.
• Build and nurture trusted relationships with regional decision-makers, including regional senior executives and operational leaders.
• Assist in the negotiation and administration of local contract addendums and modifications based on global framework agreements.
• Monitor regional market dynamics, competitive activities, and emerging opportunities; provide actionable intelligence that supports strategic account decisions.
• Negotiate and manage agreements that may require dedicated inventory, ensuring clarity on cost responsibilities and inventory risk sharing.
• Systematically capture feedback on product performance, service quality, and market trends through regular customer interactions.
• Based on what you learn, work with the MPS Value Stream team members to Actively present new technologies of Armstrong (eg, but not limited to, vertical pumping, parallel pumping, best efficiency staging, optimization, machine learning, services that optimize energy efficiency, uptime performance, unexpected downtime, etc.) in the right workshops and forums. Focus on our technologies that make the most sense in terms of improving their needs. Actively demonstrate how new technologies simplify the offering modularly, and will lead to better OTD performance and shorter Lead Times.
• Develop a regional account map plan (“LAMP” Large Account Management Plan) for each assigned account by identifying key local stakeholders across procurement, engineering, product, and operations.
• Build and nurture trusted relationships with regional account decision-makers including senior executives and operational leaders.
• Organize and lead internal meetings and training sessions focused on account-specific strategies and best practices.
• Report VOC insights to the GKAM and relevant internal teams (e.g., value streams, engineering, supply chain) to drive continuous improvement.
• Liaise with local sales teams, customer service, operations, order fulfillment, and other functional groups to ensure unified account management.
• Update and maintain a comprehensive repository of contacts, roles, and influence areas specific to the region.
• Serve as the primary local point of contact, ensuring that all interactions reinforce the global account strategy and value proposition.
• Create account-specific action plans including the identification of local sales opportunities and areas for technology adoption.
• Proactively manage supply chain constraints by coordinating with internal stakeholders and leveraging alternative channels if necessary.
• Ensure that all reporting is supported by rigorous CRM documentation and timely updates.
• Provide account-specific training and mentoring to local sales teams, ensuring they understand the nuances of the global account strategy and are equipped to support regional initiatives.
• Act as the regional advocate for the global account’s needs by liaising with local functions (finance, legal, supply chain) to resolve issues and secure necessary resources.
• Maintain detailed, up-to-date records of all customer interactions, forecasts, and contract changes in the CRM, ensuring transparency and knowledge sharing.
• Proactively learn, meet and develop relationships within the Sales, Account Management, Product Management (Marketing) and Product Development (Engineering) functions who develop, market and sell the final system offering (like Chillers, Heat Pumps) within our Clients. Develop a map of these key stakeholders. Learn their challenges and key goals, and specifically what is important to them in their market segments (weight, efficiency, speed, machine learning, optimization, flow data, speed of manufacturing, reduced time at job install sites, lead times, etc.). Be curious about them as people and their key needs, spend time getting to know them. Perform proactive, ongoing VOC alongside AFT Offering Management and Engineering team members, including Applications Engineering team members within the MPS Value Stream to join you.
• Make a regular monthly Operations performance scorecard with our internal Armstrong Operations team that tracks performance of OTD, Lead Time, inventory availability, inventory stock in $’s, and key areas of mutual interest, Armstrong and Client.
• Facilitate the presence of the GKAM and other key resources during strategic customer engagements.
• Collaborate closely with the Global Key Accounts Manager (GKAM) during regional visits, joint customer meetings, and strategic negotiations to ensure consistency and alignment.
• Support the GKAM by providing regional insights and facilitating introductions to key local influencers.
• Collaborate with the MPS (Modular Products and Solutions) offering team and other product Offering Managers to develop or adapt solutions for the unique needs of customers.

Requirements

• Proficient in CRM Systems.
• Exceptional strategic planning and analytical skills.
• Advanced negotiating, influencing, and relationship-building capabilities at the C-level.
• Minimum 12 to 15 years of sales or account management experience, with at least 1 to 2 years managing large, complex regional/global accounts.
• Strong process orientation with a track record of establishing rigorous operational standards.
• Bachelor’s or Master’s degree in engineering (MBA is an asset)
• Excellent communication skills both written and verbal with the ability to lead cross-functional teams and manage high-stakes conversations.
• Industry KnowledgeSolid understanding of integrated industrial product solutions, HVAC systems, fluid flow systems, modular product designs, digital services, and sustainability concepts.
• Demonstrated ability to work in a fast-paced, dynamic environment with complex, multi-stakeholder challenges.
• Experience with product configurator and order placement tools like Adept (or similar platforms) and forecasting/planning systems.

Benefits

As a member of our team, you will dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.

By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You’ll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow’s solutions today.

Training + Development

Interview process

Visa Sponsorship

Security clearance