Head of Key Account Management and Pre-sales

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.