Key Account Manager – HVAC

Midea Latam North; Monterrey; On-site; MXN 900,000 - 1,100,000; Full time

Job summary

Midea LATAM North seeks a seasoned Key Account Manager to drive profitable growth of its Applied HVAC business in Northern Mexico, with a primary focus on Monterrey and nearby markets.

You will leverage an established network of mechanical contractors, engineering firms, consultants and end users to identify opportunities, develop specifications, negotiate terms, and close projects from design to execution.

Qualifications

• Minimum 5 years of proven commercial experience in the HVAC industry, preferably in Applied Equipment and project-based sales.
• Demonstrated experience selling HVAC solutions to commercial and industrial projects.
• Strong existing customer and industry network in Monterrey and Northern Mexico is highly preferred.
• Established relationships with mechanical contractors, HVAC contractors, engineering firms, consultants, developers and/or end users.
• Proven track record of identifying, developing and closing medium and large HVAC projects.
• Experience with Applied HVAC equipment such as chillers, AHUs, FCUs, hydronic systems and/or VRF.
• Experience working for an HVAC manufacturer, major distributor, contractor or system integrator is highly desirable.

Responsibilities

• Develop and execute the commercial strategy for Applied HVAC projects in Northern Mexico, with primary focus on Monterrey and key markets across the region.
• Identify and generate new project opportunities through an established network of contractors, consultants, developers and end users.
• Build and maintain strong relationships with key decision makers and influencers within the HVAC project ecosystem.
• Drive product specification at early stages of projects with consultants and engineering firms.
• Manage the complete commercial cycle from lead identification to award and project execution follow-up.
• Develop opportunities primarily involving Applied HVAC equipment and VRF when applicable.
• Coordinate with Engineering, Operations, Logistics, Finance and Service to ensure successful execution and customer satisfaction.
• Meet or exceed annual targets for sales revenue, gross margin, project pipeline generation and new customer development.

Skills

Relationship building

Negotiation

CRM proficiency

Forecasting

Sales mindset

HVAC specifications

Travel willingness

Education

Bachelor’s degree in Mechanical, Electrical, Electromechanical, Industrial Engineering or related field

Tools

CRM

Microsoft Office

Job description

At Midea LATAM North, we believe diverse teams build better solutions. We are proud to be an equal opportunity employer and are committed to a workplace where everyone is respected, valued, and empowered to grow.

SUMMARY

Drive profitable growth of Midea’s Applied HVAC business in Northern Mexico by identifying, developing, specifying, and closing commercial and industrial HVAC projects.

The position requires a strong network within the HVAC ecosystem in Northern Mexico, including mechanical contractors, engineering firms, consultants, developers, general contractors, integrators and end users.

The KAM will be responsible for developing projects from the early specification/design stage through technical-commercial proposal, negotiation and final award, with a primary focus on Applied HVAC solutions.

What will you do?

• Develop and execute the commercial strategy for Applied HVAC projects in Northern Mexico, with primary focus on Monterrey and key markets across the region.
• Identify and generate new project opportunities through an established network of mechanical contractors, consultants, engineering firms, developers, general contractors, integrators and end users.
• Build and maintain strong relationships with key decision makers and influencers within the HVAC project ecosystem.
• Drive product specification at early stages of projects, working closely with consultants, designers and engineering firms to position Midea Applied HVAC solutions.
• Manage the complete commercial cycle from lead identification, specification and opportunity qualification through quotation, negotiation, award and project execution follow-up.
• Develop opportunities primarily involving Applied HVAC equipment, including chillers, air handling units, fan coil units and hydronic solutions, as well as VRF and complementary HVAC systems when applicable.
• Work closely with Application Engineering, Product Management and technical teams to develop competitive technical and commercial proposals.
• Analyze project requirements, competitors, market pricing and commercial conditions to define appropriate pricing and negotiation strategies while protecting profitability.
• Develop and maintain an accurate project pipeline and sales forecast, including project stage, probability, expected award date, billing forecast and next actions.
• Identify competitive activity and provide market intelligence regarding competitors, pricing, products, projects and market trends in Northern Mexico.
• Coordinate internally with Engineering, Operations, Logistics, Finance and Service to ensure successful execution and customer satisfaction after project award.
• Meet or exceed annual targets for sales revenue, gross margin, project pipeline generation and new customer development.

Required Qualifications

• Minimum 5 years of proven commercial experience in the HVAC industry, preferably in Applied Equipment and project-based sales.
• Demonstrated experience selling HVAC solutions to commercial and industrial projects.
• Strong existing customer and industry network in Monterrey and Northern Mexico is highly preferred.
• Established relationships with mechanical contractors, HVAC contractors, engineering firms, consultants, developers and/or end users.
• Proven track record of identifying, developing and closing medium and large HVAC projects.
• Experience with Applied HVAC equipment such as chillers, AHUs, FCUs, hydronic systems and/or VRF.
• Experience working for an HVAC manufacturer, major distributor, contractor or system integrator is highly desirable.

Degree and Language

• Bachelor’s degree in Mechanical, Electrical, Electromechanical, Industrial Engineering or related field.

Knowledge, Skills, Abilities

• Strong technical understanding of HVAC systems and applications.
• Excellent commercial negotiation and closing skills.
• Strong relationship-building and networking capabilities.
• Project-oriented sales mindset with strong business development/hunting capabilities.
• Agility to understand HVAC specifications, technical requirements and project documentation.
• Strong pipeline and forecast management.
• Results and profitability oriented.
• Knowledge of the HVAC competitive landscape in Northern Mexico.
• CRM and Microsoft Office proficiency.
• Availability to travel throughout Northern Mexico.

What We Offer

• Monday to Friday schedule.
• Opportunity to be part of a global, fast-growing company.

Why Midea?

Because we are a global company with a regional mindset. Because your talent knows no boundaries. And because we are building a smarter, more connected, and more human future for millions of people around the world.

Join us and be part of a team where your talent makes the difference!

Midea LATAM North. is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.