Key Account Manager
Condair USA/CA
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Descripción de la vacante
Condair USA/CA is seeking a Senior Key Account Manager to lead strategic relationships across North America, focusing on data centers, hyperscale users, OEMs, and GCs. The role demands strong technical sales, relationship management, and a customer-first mindset.
You will manage the full sales lifecycle, develop account plans, coordinate with engineering, product management, and field teams, and travel up to 30% to support key initiatives.
Formación
- Three to five years of HVAC industry sales and account development experience.
- Experience with strategic account management and long-term relationship building.
- Strong verbal and written communication in English.
Responsabilidades
- Develop and manage strategic accounts across North America.
- Serve as primary contact for assigned key accounts.
- Create and execute Key Account Plans to identify opportunities.
- Coordinate with cross-functional teams to ensure aligned customer engagement.
- Manage full sales lifecycle from engagement to post-sale follow-up.
- Maintain accurate CRM data and forecast opportunities.
- Travel up to 30% in North America.
Conocimientos
Educación
Herramientas
Descripción del empleo
Salary Range: $110,000 - $125,000
Reporting to the Director, North America OEM & Key Accounts, the successful candidate for this position will be responsible for proactively contacting potential customers, supporting leads, and closing sales through various communication channels. The goal is to meet or exceed sales targets while providing exceptional customer service.
The Key Account Manager (KAM) is responsible for developing, managing, and growing strategic customer relationships across North America, with a primary focus on key end users, Data Center and Hyperscale customers, OEMs, General Contractors (GCs), and Engineering Consulting firms.
This role serves as the primary point of contact for assigned strategic accounts, driving long-term partnerships, customer satisfaction, revenue growth, and market penetration. The Key Account Manager will work cross-functionally with Condair's internal teams, Regional Sales Managers (RSMs), House Accounts, OEM Sales, and independent Sales Agents to ensure a coordinated, customer-centric approach.
To perform this role successfully, an individual must demonstrate strong relationship management, technical sales capabilities, strategic thinking, and commercial accountability.
To perform this job successfully, an individual must be able to perform each essential duty to a competent level. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Develop, manage, and strengthen long-term relationships with assigned strategic accounts, including Data Center end users, Hyperscale customers, OEM AHU manufacturers, General Contractors, and Engineering firms.
- Serve as the primary point of contact for assigned key accounts, ensuring consistent communication, accountability, and coordination across Condair's organization.
- Develop and execute strategic Key Account Plans that identify customer priorities, growth opportunities, competitive positioning, and long-term business objectives.
- Build relationships at multiple organizational levels, including engineering, procurement, operations, project management, and executive leadership.
- Conduct regular customer business reviews to evaluate performance, identify challenges, and align on future opportunities.
- Provide proactive customer support, ensuring inquiries and concerns are acknowledged and addressed within 24 hours.
- Anticipate evolving customer requirements and provide customized, value-added engineered solutions.
- Identify opportunities for increased account penetration, cross-selling, upselling, product bundling, and broader adoption of Condair's portfolio.
- Maintain accurate and current customer information, contacts, opportunities, quotations, and account activities within CRM and Condair HELP software.
- Travel approximately 30% throughout North America, with international travel as required to support strategic account initiatives.
- Identify, develop, and pursue new business opportunities within existing strategic accounts and targeted prospective customers.
- Develop account-specific growth strategies to increase Condair's share of wallet, product adoption, and market position.
- Proactively identify new projects, facility expansions, capital investment programs, and emerging market opportunities.
- Build relationships with key decision-makers and influencers to position Condair as a preferred technology and solutions partner.
- Support early-stage project engagement with end users, engineering consultants, OEMs, and General Contractors to influence product selection and specifications.
- Leverage CRM data, market intelligence, industry relationships, and collaboration with internal and external sales teams to generate and qualify opportunities.
- Develop hybrid go-to-market strategies that align Condair's direct Key Account Management efforts with existing RSM and independent Agent sales channels.
- Identify opportunities for strategic supply agreements, preferred vendor status, national account agreements, and long-term customer partnerships.
- Manage the full sales opportunity lifecycle, from initial engagement and qualification through technical development, quotation, negotiation, order conversion, and post-sale follow-up.
- Coordinate the preparation of professional quotations, technical submittals, and commercial proposals using Condair HELP and other approved tools.
- Support plan-and-specification and design-build projects in collaboration with Engineering, Applications, House Accounts, OEM Sales, RSMs, and independent Agents.
- Provide timely and accurate responses regarding product applications, pricing, delivery schedules, technical specifications, and commercial requirements.
- Drive early project involvement to maximize Condair's opportunity to influence system design and preferred product specifications.
- Maintain a qualified and accurate sales pipeline, including opportunity values, project timelines, probability of success, and expected order dates.
- Ensure clear ownership, accountability, and follow-through on customer commitments and project milestones.
- Support commercial negotiations, pricing strategies, and contractual discussions in alignment with Condair's business objectives and profitability expectations.
- Develop and maintain strong technical knowledge of Condair's humidification, dehumidification, evaporative cooling, and adiabatic product portfolios.
- Understand customer applications, industry requirements, and system integration opportunities to recommend appropriate engineered solutions.
- Maintain comprehensive knowledge of competitive products, technologies, pricing structures, and market positioning.
- Stay informed of HVAC industry developments, Data Center cooling trends, energy efficiency requirements, sustainability initiatives, and emerging technologies.
- Position Condair as a trusted technical advisor and solutions partner rather than solely a product supplier.
- Communicate customer feedback, technical requirements, and market intelligence to Product Management and Engineering to support product development and innovation.
- Collaborate closely with Condair's OEM, House Account, Regional Sales Management, and independent Agent networks to ensure coordinated and effective customer engagement.
- Establish clear account ownership, communication protocols, and rules of engagement to support a consistent national account strategy.
- Work with Applications Engineering, Product Management, Customer Service, Technical Service, Operations, and Supply Chain to deliver a seamless customer experience.
- Support the development and execution of national account strategies across multiple geographic regions and sales territories.
- Facilitate internal alignment on customer priorities, technical requirements, commercial opportunities, and service expectations.
- Proactively identify and escalation customer challenges while coordinating timely corrective actions and resolutions.
- Share best practices, competitive intelligence, and emerging opportunities across Condair's sales organization.
- Promote a One Condair approach that prioritizes collaboration, customer satisfaction, and long-term profitable growth.
- Meet or exceed assigned monthly, quarterly, and annual sales revenue and growth objectives.
- Develop and execute annual Key Account Business Plans aligned with Condair's overall North American sales strategy.
- Deliver measurable growth through new business development, existing account expansion, customer retention, and increased market share.
- Maintain sales forecasts and opportunity pipelines to support accurate business planning and resource allocation.
- Monitor and report on key account performance, including revenue, gross margin, pipeline development, opportunity conversion, and strategic initiatives.
- Establish and execute account-specific objectives and action plans with clearly defined milestones, ownership, and timelines.
- Participate in regular sales reviews and provide updates on customer development, account performance, opportunities, risks, and competitive activity.
- Achieve annual KPI targets established by management to support Condair's strategic growth priorities.
- Identify opportunities to improve customer engagement, sales processes, internal collaboration, and operational efficiency.
- Support initiatives that strengthen customer satisfaction, commercial effectiveness, and long-term profitability.
- Demonstrate professionalism, ownership, accountability, and a customer-first mindset in all business interactions.
- Adhere to Condair's Quality Assurance System, Health and Safety policies, and corporate standards.
- Perform other duties and responsibilities as assigned by management.
- Education and Experience: Canadian-specific work experience is not required. We welcome applications from candidates with international education and professional experience. College or Technical Degree with an emphasis in Business Management, Finance or Economics is required. Three (3) to five (5) years’ experience in the HVAC industry with a proven record in technical sales, new and existing account development and customer follow-up skills is required.
- Language Skills: Excellent verbal, writing and comprehension skills in English. Demonstrates a wide degree of creativity and expressiveness with the English language. Demonstrated ability to communicate technically, in writing and verbally. Above-average written communication and editing skills. German, French, and/or other languages are considered an asset.Fluent in English (reading, writing, spoken). Can communicate clearly and professionally in writing, in person and over the phone; use language appropriately in variable situations.
- Ability to Reason: Strong planning and organization skills are required. Ability to prioritize work, set targets, and make decisions. Ability to work accurately and methodically under pressure. Familiarity with milestone-based project methodologies is an asset. Ability to see and make decisions based on the big picture. Ability to deal with problems involving multiple variables. Ability to multi-task and prioritize tasks on a daily basis and demonstratable strategic thinking skills.
- Computer Skills: Knowledge of Microsoft Dynamics CRM, Jaspersoft, and/or enterprise resource planning systems (SAP) is an asset. Strong knowledge of Microsoft Office tools. Experience with accelerating workflows using machine learning, large language model, and AI tools is an asset.
- Math Skills: Ability to perform numerical calculations related to technical, financial, and planning topics at a post-secondary level is required.
- Certificates/Licenses: A valid and up to date passport, and the ability to travel domestically and internationally is rerquired. Professional Engineering license (P. Eng) is an asset.
- Other: Above-average written communication and editing skills are essential. Ability to present in a group setting and develop training programs. Strong communication skills in-person and over the phone.
- Teamwork: Balances team and individual responsibilities. Exhibits objectivity and openness to other’s views. Gives and welcomes feedback. Offers to help others to achieve common goals.
- Drive: Exhibits a drive to do all work required to achieve success. Aims to do the right thing without being told. Works well independently and is self-motivated.
- Ethics: Works with integrity and strong morals/ethics.
- Professionalism: Approaches others in a tactful manner. Reacts well under pressure and follows through on commitments. Treats others with respect and consideration regardless of their position. Accepts responsibility for own actions and asks for help when needed.
- Safety: Observes safety and security procedures. Uses equipment and materials properly and as instructed.
- Dependability: Is consistently at work and on time and completes work in a timely manner. Able to deal with change, delays, and unexpected events.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of the job, the employee is required to:
- Regularly use a seated computer workstation
- Regularly sit for extended periods of time in airplanes
- Stand for extended periods of time at tradeshows, conferences or other company events
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the job duties, the employee is regularly exposed to:
- A regulated indoor climate
- Airports, airplanes, and other places that are associated with travelling domestically and/or internationally
Condair provides the following benefits to permanent employees, subject to change:
- Medical, dental, and vision benefits
- Long-term disability insurance
- Life insurance/AD&DD
- Pension/RRSP/TFSA
- Paid vacation and sick leave
- Free on-site gym and parking
- Free monthly lunches
- Employee appreciation events
This recruitment process does not use artificial intelligence or automated decision-making tools to screen, assess, or select applicants. All applications are reviewed by Condair hiring personnel.
We are committed to creating an inclusive workplace by providing a barrier-free recruitment and selection process. If you have an accommodation request, require material in an accessible format, or need additional support with the application process, please contact Human Resources at na.hr@condair.com or call 613-822-0335 and ask to speak with Human Resources.
This job description reflects the immediate requirements of the post. As the duties of the post develop and requirements of the company change, the post holder will be required to carry out other duties.
Condair Group, founded in 1948 and based in Switzerland, is a global leader in humidification, dehumidification, and evaporative cooling. Supported by science, Condair engineers individual, holistic solutions that customers can trust throughout the product lifecycle. With optimal humidity, we increase productivity and create healthier built environments.
Condair Group has production sites in Europe, North America, and China, its own sales and service organizations in 23 countries, and representatives in over 50 locations worldwide.
Our Vision: To create healthier built environments and increase productivity with the optimal humidity for a better life.
Our Mission: Driven by our customers’ needs and supported by science, we engineer reliable, sustainable solutions.
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