Head of Key Accounts

ITP (International Talent Partnership); Stuttgart; Vor Ort; EUR 120.000 - 170.000; Vollzeit

Zusammenfassung

A leading company in the HVAC industry is seeking a Head of Key Account Management and Pre-sales in Stuttgart. The ideal candidate will have extensive experience in air conditioning systems, strong leadership skills, and a proven sales track record. Responsibilities include managing B2B client relationships, leading a team, and driving business growth through new opportunities. Fluent German speakers with technical knowledge in HVAC systems are encouraged to apply.

Qualifikationen

• Degree or vocational training in HVAC-related fields.
• Over 8 years experience, 3 in leadership roles.
• Proficiency in Microsoft Office and fluent in German.

Aufgaben

• Develop distributor networks for Commercial and Room Air Conditioning.
• Lead a team of national key account managers.
• Conduct market research to engage prospective clients.

Kenntnisse

Technical knowledge of direct expansion systems

Interpersonal skills

Analytical thinking

Ausbildung

Degree in refrigeration or air conditioning

Vocational training in HVAC

Tools

VRF design software

Microsoft Excel

Jobbeschreibung

Postion : Head of Key Account Management and Pre-sales

Location : Germany

Industry : HVAC

Salary : €120.000 - €170.000 + additional benefits

Key Responsibilities :

• Develop and expand distributor networks in the areas of Commercial Air Conditioning (CAC) and Room Air Conditioning (RAC).
• Build and maintain B2B relationships with end customers in sectors such as retail (e.g. shops, restaurants), hospitality (e.g. hotels, spas, fitness centres), and workspace environments (e.g. office buildings, industrial facilities).
• Integrate and support new distribution partners, including assistance with local marketing activities.
• Prepare and manage sales reports and monitor performance across the CAC and RAC segments.
• Coordinate with internal departments including marketing, product management, and after-sales service.
• Maintain accurate forecasting and planning processes within the CAC and RAC sectors.
• Ensure adherence to internal processes and PSI (Purchase, Sales & Inventory) guidelines.
• Lead go-to-market strategies for the introduction of new products.
• Drive business development initiatives for commercial air conditioning projects and key accounts across sectors such as hospitality, retail, and commercial infrastructure.
• Lead and manage a team of national key account managers to meet sales and service objectives.
• Conduct market research and analysis to identify and engage prospective clients and strategic partners.
• Develop and execute key account and pre-sales strategies in line with the company’s broader goals.
• Represent the company at internal and external events, trade fairs, and industry conferences.
• Understand customer requirements and propose bespoke solutions using existing HVAC technologies.
• Design tailored system concepts incorporating both direct expansion and water-based air conditioning systems.
• Produce Return on Investment (ROI) and Total Cost of Ownership (TCO) analyses to demonstrate customer value.
• Establish and maintain long-term, trust-based relationships with clients and partners.
• Identify, acquire, and develop new project opportunities while actively pursuing dormant leads.
• Achieve defined sales targets and key performance indicators (KPIs).
• Provide technical consultation and design support to customers.
• Deliver professional presentations and conduct training for clients, partners, and other stakeholders.

Required Qualifications :

• A degree or vocational training in refrigeration or air conditioning (e.g. certified HVAC technician, master craftsman, state-certified technician, or Bachelor's / Master’s in building services engineering).
• Over 8 years of relevant professional experience, including at least 3 years in a leadership capacity.
• Strong technical knowledge of direct expansion systems (split, VRF) and water-based solutions (chillers, heat pumps).
• Demonstrated experience in planning and designing air conditioning systems.
• Familiarity with manufacturer-specific design tools (e.g. VRF design software), or the ability and willingness to learn them rapidly.
• Excellent interpersonal and communication skills, with a collaborative and customer-focused approach.
• Strong analytical thinking and problem-solving capabilities.
• Proficiency in Microsoft Office applications, particularly Excel.
• Fluency in German, with a good command of English.

Are you a dynamic individual with a passion for HVAC solutions? Do you possess excellent leadership skills and a proven track record in sales and / or business development? If so, please reach out via email [emailprotected] and I will welcome an open discussion.