Engineering Account Specialist

Alfa Laval; Richmond (VA); Hybrid; USD 100,000 - 115,000; Full time

Job summary

Alfa Laval in the United States is seeking an experienced engineering account manager to educate engineers, contractors and developers about heat exchanger products, grow specifications, and drive sales nationwide.

This hybrid role supports office locations including Richmond, VA, with up to 50% travel. A Bachelor's in Business/Marketing/Engineering and at least 5 years in engineering account management in the US HVAC market are required.

Qualifications

• Bachelor's degree in Business, Marketing or Engineering.
• Minimum 5 years of experience in engineering account management in the US.
• Experience within the US Hydronics/HVAC market is required.
• Understanding of reps, engineers, contractors and project developers.
• Strong analytical, planning and communication skills.

Responsibilities

• Build and maintain strategic relationships with major engineering firms and nationwide contractors.
• Develop opportunities in your pipeline by understanding engineers' and contractors' projects.
• Target new engineers and contractors with data-driven approaches to close gaps.
• Make sales calls to drive competency and capture opportunities.
• Use digital platforms to identify leads, build relationships and represent AL’s brand.
• Maintain an active pipeline in Dynamics 365 CRM and meet sales targets.

Skills

Relationship management

HVAC market knowledge

Stakeholder understanding

Analytical skills

Communication skills

Entrepreneurial mindset

Planning & organization

Self-motivated

Travel willingness

Education

Bachelor's degree in Business, Marketing or Engineering

Job description

Every day, we get opportunities to make a positive impact – on our colleagues, partners, customers and society. Together, we’re pioneering the solutions of the future and unlocking the full potential of precious resources. Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water and shipping.

As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.

About the job…

This position is responsible for developing and nurturing relationships with the project owners, project developers, mechanical engineering, specifier community, nationwide contractors to educate about Alfa Laval Heat Exchangers products and their applications, along with increasing the number of specifications, and subsequent sales within Across the US.

This is a hybrid position that could be located near to any of our office locations: Richmond, VA, Houston, TX, Greenwood, IN, Indianapolis, IN, other locations available. With up to 50% traveling schedule.

Responsibilities include:

• Build and maintain strategic relationships with Major Engineering companies & Nationwide contractors.
• Understand the opportunities that the engineers & contractors are working on and develop them in your own pipeline.
• Use a data driven approach to target new Engineers & Contractors and close any market gaps.
• Make sales calls with the Engineers & Contractors to drive competency and capture opportunities.
• Proactively uses digital technology (video, AI, and social media, etc.) platforms to identify leads and business opportunities, build relationships, and represent AL’s brand.
• Engages targeted Engineers & Contractors to understand their business needs/drivers and executes activities to support those needs.
• Utilizes end user marketing insights, digital prospecting techniques, and centrally developed lead campaigns to generate opportunities and close new business.
• Maintains an active and accurate pipeline in Dynamics 365 CRM and meets sales and activity targets for respective positions.

What you know:

• Bachelors in Business, Marketing or Engineering.
• Minimum 5 years of experience in engineering account management
• Experience within the US Hydronics/ HVAC market required.
• Understanding of the market stakeholders like Reps, Engineers, Contractors & Project developers.
• Business Entrepreneur’s behavior.
• Analytical and problem-solving skills.
• Planning and organizational skills.
• Effective, open and clear communication skills.
• Curious.
• Self-Driven.
• Action Oriented.
• Willingness and ability to travel up to 50% to for various customer & company meetings.

We care about diversity, inclusion and equity in our recruitment processes. We also believe behavioral traits can provide important insights into a candidate's fit to a role. To help us achieve this we apply Pymetrics assessments, and upon application you will be invited to play the assessment games.

What’s in it for you?

At Alfa Laval, we carefully consider a wide range of factors to determine your total compensation package. We rely on market indicators and consider your specific job, background, skills, and experience to get it right. The base salary for this role is typically $100,000.00 to $115,000.00 USD.

Alfa Laval is an equal opportunity employer. We are committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

EEO/Vet/Disabled Employer