Key Account Manager

Reports To:  General Manager, Service Manager, or Sales Manager

Direct Reports: n/a

 JOB SUMMARY:

The Key Account Manager serves as the executive owner for a portfolio of our largest and most complex commercial HVAC customers, with end-to-end accountability for retention, growth, and customer satisfaction. This strategic role orchestrates multi-site service delivery, capital projects and technology solutions; partners with executive sponsors on both sides to drive value; synthesizes customer insights to shape company offerings; and ensures alignment across Sales, Service, Operations and Product teams. The Key Account Manager focuses exclusively on top-tier customer relationships; new customer acquisition is handled by a separate Business Development team.

 

RESPONSIBILITIES:

·         Lead development of deep relationships with top-tier customers that span multiple sites, ensuring alignment with corporate objectives across all stakeholders

·         Lead identification and pursuit of transformational growth opportunities: enterprise service expansions, major equipment systems upgrades, new product lines, integrations, and multi-year partnerships

·         Own and negotiate enterprise-level service agreements and renewals, setting pricing strategy and contractual terms to reflect complexity and scale

·         Architect comprehensive solutions across service maintenance, capital projects, technology and energy optimization to deliver quantifiable customer value

·         Manage multi-year T&M and strategic service contracts and champion annual pricing and scope increases at the enterprise level

·         Integrate with customer operations to plan and implement large scale outages, retrofits and expansion projects across multiple sites

·         Evangelize advanced products, services and technology platforms through thought leadership, executive alignment meetings and customer advisory boards

·         Represent customer voice in product development and continuous improvement forums; drive alignment across Sales, Service, Engineering and other internal teams

·         Provide executive briefings and strategic account reviews; oversee forecasting accuracy and resource allocation for your enterprise portfolio

·         Mentor junior account management team members supporting your key customers and share best practices

 

 

 

EDUCATION:

 

·         Bachelor’s Degree in Business/Marketing/Engineering, or

·         High School/Trade School Diploma (or GED/High School Equivalence Certificate) with 7+ years of commercial HVAC/controls service or sales experience

 

EXPERIENCE:

 

·         7-10+ years of experience in commercial HVAC, building services, or facilities management, with at least 5 years in an account management or technical sales role; significant experience managing strategic enterprise accounts. Proven ability to navigate complex multi-site relationships and lead end-to-end delivery, negotiate long-term, high-value agreements and drive growth across large, multifaceted customers. Experience in preparing complex service contracts, cost benefit analysis, negotiating multi-year agreements and pricing strategy required.

·         Exposure to complex tasks within the job function; occasionally directed in several aspects of the work

               

CERTIFICATES, LICENSES, REGISTRATIONS:

·         n/a

 

SKILL REQUIREMENTS:

 

·         Understanding of commercial HVAC systems, controls, and building automation

·         Reading mechanical drawings and equipment schedulesFinancial analysis skills (ROI, life cycle costing, energy savings calculations

·         Can interpret service reports and explain technical findings to non-technical buyers

·         Customer focus

·         Communication proficiency

·         Innovation

·         Collaboration

·         Financial management