Key Account Manager - HVAC OEM

Description

• Performs engagement gap analysis and plans for improvement.
• Collaborates with other Key Account representatives globally to effectively share activities and information which may affect business.
• Collaborates with project managers, engineers, field technicians, software developers and other technical specialists. Develops and participates in project plans for cross-functional groups
• Provides a key voice in planning marketing strategies, and suggesting new products and services which could serve to increase business at specific Key Accounts.
• Is a key participant in Carel’s market presence, including, but not limited to presence at trade shows and by presenting her/himself as professional and knowledgeable representative of Carel in all professional situations
• Manages customer expectations, and develops and implements effective countermeasures when expectations are in danger of not being met.
• Performs market research, qualifies potential projects according to Carel’s process, and builds and maintains a healthy new business funnel on a continuous basis
• Assists in analysis of potential revenue for new or existing products or services within specific Key Accounts.
• Promotes CAREL solutions’ value to specific Key HVAC OEMs in a compelling, monetized manner
• Prepares visit reports and otherwise documents all required and useful information in CRM
• Communicates effectively with all levels within an OEM organization including C-level and director-level as well as key stakeholders in areas such as R&D, Operations, S&M, Field Support Services, and Software
• Provides OEM feedback to the product development function and facilitates meetings between OEMs and Carel’s product marketing and R&D roles when appropriate
• Manages projects through the Carel sales process, utilizing CRM.
• Collaborates with Software Developers to coordinate services and trainings which will help to drive the business results.
• Uses specific methodology and discipline for identifying, contacting, and engaging all the influencers in the various functional groups at our Key OEM accounts.
• Develops and implements strategy to effectively grow revenue inside existing Key Accounts.
• Prepares customer meeting plans prior to meetings with each customer to ensure s/he provides value at every meeting and has a predefined target for a successful outcome

Requirements

• EDUCATION – 4 year university degree or equivalent. Preferred (but not required) degrees are – or are similar to – marketing, business administration or engineering.
• MATHEMATICAL SKILLS – Sufficient to calculate return on investment periods and other monetized value.
• LANGUAGE SKILLS - The candidate must be fluent in English. Spanish is a plus.
• REASONING SKILLS - High degree of business aptitude. Is able to align the actions of self and surrounding internal and customer teams with strategy.
• LANGUAGE SKILLS - Excellent verbal, written, and presentation communication skills.
• COMPETENCIES – PowerPoint, Excel, Word, demonstrated self-motivation resulting in a high degree of performance without constant supervision.
• EXPERIENCE – 4 or more years of professional sales experience selling solutions to an OEM corporate environment using top-down methodology is required. Proven track record of setting and achieving goals with customers is required. Experience selling HVAC and/or control solutions is preferred. Experience working inside an OEM is preferred.

Benefits

• PHYSICAL DEMANDS - The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 20 - 40% average overnight travel and some evening promotion time necessary.

Training + Development

Interview process

Visa Sponsorship

Security clearance