Key Account Manager

Condair USA/CA; Richmond (VA); On-site; USD 110,000 - 125,000; Full time

Job summary

Condair USA/CA is seeking a results-driven Key Account Manager to lead strategic relationships across North America, focusing on Data Center and Hyperscale end users, OEMs, and engineering firms. You will serve as the primary contact for assigned accounts, drive revenue growth, develop account plans, and coordinate with internal teams to deliver engineered solutions.

Travel about 30% across North America, with potential international travel, and maintain CRM data to support forecast and

Job description

Salary Range: $110,000 - $125,000

Purpose of Role

Reporting to the Director, North America OEM & Key Accounts, the successful candidate for this position will be responsible for proactively contacting potential customers, supporting leads, and closing sales through various communication channels. The goal is to meet or exceed sales targets while providing exceptional customer service.

The Key Account Manager (KAM) is responsible for developing, managing, and growing strategic customer relationships across North America, with a primary focus on key end users, Data Center and Hyperscale customers, OEMs, General Contractors (GCs), and Engineering Consulting firms.

This role serves as the primary point of contact for assigned strategic accounts, driving long-term partnerships, customer satisfaction, revenue growth, and market penetration. The Key Account Manager will work cross-functionally with Condair's internal teams, Regional Sales Managers (RSMs), House Accounts, OEM Sales, and independent Sales Agents to ensure a coordinated, customer-centric approach.

To perform this role successfully, an individual must demonstrate strong relationship management, technical sales capabilities, strategic thinking, and commercial accountability.

Key Duties and Responsibilities

To perform this job successfully, an individual must be able to perform each essential duty to a competent level. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Strategic Key Account Management & Customer Relationships

• Develop, manage, and strengthen long-term relationships with assigned strategic accounts, including Data Center end users, Hyperscale customers, OEM AHU manufacturers, General Contractors, and Engineering firms.
• Serve as the primary point of contact for assigned key accounts, ensuring consistent communication, accountability, and coordination across Condair's organization.
• Develop and execute strategic Key Account Plans that identify customer priorities, growth opportunities, competitive positioning, and long-term business objectives.
• Build relationships at multiple organizational levels, including engineering, procurement, operations, project management, and executive leadership.
• Conduct regular customer business reviews to evaluate performance, identify challenges, and align on future opportunities.
• Provide proactive customer support, ensuring inquiries and concerns are acknowledged and addressed within 24 hours.
• Anticipate evolving customer requirements and provide customized, value-added engineered solutions.
• Identify opportunities for increased account penetration, cross-selling, upselling, product bundling, and broader adoption of Condair's portfolio.
• Maintain accurate and current customer information, contacts, opportunities, quotations, and account activities within CRM and Condair HELP software.
• Travel approximately 30% throughout North America, with international travel as required to support strategic account initiatives.

Business Development & Strategic Growth

• Identify, develop, and pursue new business opportunities within existing strategic accounts and targeted prospective customers.
• Develop account-specific growth strategies to increase Condair's share of wallet, product adoption, and market position.
• Proactively identify new projects, facility expansions, capital investment programs, and emerging market opportunities.
• Build relationships with key decision-makers and influencers to position Condair as a preferred technology and solutions partner.
• Support early-stage project engagement with end users, engineering consultants, OEMs, and General Contractors to influence product selection and specifications.
• Leverage CRM data, market intelligence, industry relationships, and collaboration with internal and external sales teams to generate and qualify opportunities.
• Develop hybrid go-to-market strategies that align Condair's direct Key Account Management efforts with existing RSM and independent Agent sales channels.
• Identify opportunities for strategic supply agreements, preferred vendor status, national account agreements, and long-term customer partnerships.

Sales Execution & Opportunity Management

• Manage the full sales opportunity lifecycle, from initial engagement and qualification through technical development, quotation, negotiation, order conversion, and post-sale follow-up.
• Coordinate the preparation of professional quotations, technical submittals, and commercial proposals using Condair HELP and other approved tools.
• Support plan-and-specification and design-build projects in collaboration with Engineering, Applications, House Accounts, OEM Sales, RSMs, and independent Agents.
• Provide timely and accurate responses regarding product applications, pricing, delivery schedules, technical specifications, and commercial requirements.
• Drive early project involvement to maximize Condair's opportunity to influence system design and preferred product specifications.
• Maintain a qualified and accurate sales pipeline, including opportunity values, project timelines, probability of success, and expected order dates.
• Ensure clear ownership, accountability, and follow-through on customer commitments and project milestones.
• Support commercial negotiations, pricing strategies, and contractual discussions in alignment with Condair's business objectives and profitability expectations.

Technical Product & Market Knowledge

• Develop and maintain strong technical knowledge of Condair's humidification, dehumidification, evaporative cooling, and adiabatic product portfolios.
• Understand customer applications, industry requirements, and system integration opportunities to recommend appropriate engineered solutions.
• Maintain comprehensive knowledge of competitive products, technologies, pricing structures, and market positioning.
• Stay informed of HVAC industry developments, Data Center cooling trends, energy efficiency requirements, sustainability initiatives, and emerging technologies.
• Position Condair as a trusted technical advisor and solutions partner rather than solely a product supplier.
• Communicate customer feedback, technical requirements, and market intelligence to Product Management and Engineering to support product development and innovation.

Cross-Functional Collaboration & Channel Alignment

• Collaborate closely with Condair's OEM, House Account, Regional Sales Management, and independent Agent networks to ensure coordinated and effective customer engagement.
• Establish clear account ownership, communication protocols, and