Key Account Manager - HVAC OEM

Job Description

SUMMARY

The Key Account Manager (HVAC OEM) position is responsible for developing existing strategic accounts business in the HVAC OEM sales channel. This is a value-based sales position, with the ideal candidate having a high degree of demonstrated professional sales process knowledge and skill in driving results. The candidate will have significant HVAC industry experience with a track record of calling on OEMs. Knowledge of DDC control systems and HVAC applications is expected. Effective communication skills with all levels of an organization including C-Level is a must. This position plays a major role in driving the revenue growth of the Northeast Branch of Carel USA, and therefore will work closely with the Managing Director.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Promotes CAREL solutions’ value to specific Key HVAC OEMs in a compelling, monetized manner.
• Develops and implements strategy to effectively grow revenue inside existing Key Accounts.
• Performs market research, qualifies potential projects according to Carel’s process, and builds and maintains a healthy new business funnel on a continuous basis.
• Uses specific methodology and discipline for identifying, contacting, and engaging all the influencers in the various functional groups at our Key OEM 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.
• 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.
• 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.
• 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.
• Manages customer expectations, and develops and implements effective countermeasures when expectations are in danger of not being met.
• Performs engagement gap analysis and plans for improvement.
• Prepares visit reports and otherwise documents all required and useful information in CRM.
• Assists in analysis of potential revenue for new or existing products or services within specific Key Accounts.
• Provides a key voice in planning marketing strategies, and suggesting new products and services which could serve to increase business at specific Key Accounts.
• Provides OEM feedback to the product development function and facilitates meetings between OEMs and Carel’s product marketing and R&D roles when appropriate.
• 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.
• Other duties may be assigned as needed or assigned by the Managing Director, Carel USA NE.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each ESSENTIAL DUTY satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

• EDUCATION – 4 year university degree or equivalent. (but not required) degrees are – or are similar to – marketing, business administration or engineering.
• SKILLS - Excellent verbal, written, and presentation communication skills.
• REASONING SKILLS - High degree of business aptitude. Is able to align the actions of self and surrounding internal and customer teams with strategy.
• 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 required. Experience working inside an OEM is preferred.
• COMPETENCIES – PowerPoint, Excel, Word, demonstrated self-motivation resulting in a high degree of performance without constant supervision.
• LANGUAGE SKILLS - The candidate must be fluent in English. Spanish is a plus.
• MATHEMATICAL SKILLS – Sufficient to calculate return on investment periods and other monetized value.
• 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.
• WORK ENVIRONMENT - 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. Work environments include, but are not limited to, Carel regional or office, car, airline flights, OEM offices, labs and manufacturing facilities, construction sites, home office, and travel to or within customer headquarters locations.

Carel is an equal opportunity employer.