Job Description

Position Title:

Key Account Manager

Area Information:

The Commercial Refrigeration segment is responsible for assisting Commercial Equipment manufacturers and Distribution and Aftermarket (D&AM) customers, offering new and unique solutions in order to drive revenue growth.

As a business professional, you will be accountable by the goals and P&L related to your customers, and you will plan and execute your routine, aiming to improve their positive experience with us, as well as our financial results; You will lead the business with speed and sense of urgency, being the “owner” of your customers inside our organization, mapping new opportunities to increase market share and contribution margin; This position must have a good balance of business and technical skills in order to deal with B2B customers, defining the strategy for your accounts and having the ownership to transform such strategy into reality.

You must enjoy spending time to understand the market, their needs and finding innovative and profitable solutions; You will have clear sales goals and will be charged to make it happen according the business strategy, dealing with short and long term sales forecast, prices, opportunity pipeline management as well as managing new projects with your customers (timeline, scope, implementation and success criteria).

Main Duties

Field Sales Responsibilities include:

• Travel to assigned accounts / sales territory to develop and/or maintain D&AM and/or OEM accounts

• Generate interest in our products, quote, sample, and close on new business

• Provide training related to our products to wholesalers and contractors

• Properly size, specify and present products for different types of refrigeration equipment

• Be part of trade shows (either as an exhibitor or attendant) and customer organized events

• Work with and be able to effectively communicate with different groups (i.e. store associates, buyers, engineers, executives, etc.)

• Learn competitors strengths and weaknesses

• Solicit forecasts and develop business plans for major accounts

• Conduct failure analysis at end-user or customer locations

Handle special assignments:

• Follow-up and/or execute activities resulting from customer and internal meeting

• Qualify / Follow-up on sales leads / Manage pipeline of opportunities

• Respond to technical inquiries

• Deep interface with Marketing, Application Engineering and Logistics

• Interface with product engineers and marketing professionals in our Corporate offices and at our manufacturing plants with the purpose of developing new products/portfolios and trade marketing plans

• Provide short and long term forecasts

• Provide monthly market reports and call reports

• Insure that customer invoices are paid within negotiated terms

Mandatory Requisitions:

• Minimum of three years with technical sales (B2B) and experience in the refrigeration industry

• Minimum Educational Requirements: Bachelor's Degree preferentially in Engineering (e.g., Mechanical, Electrical, Chemical, etc.) or Business

• Ownership mindset / Problem solver

• Business driven, with “win-win” mindset

• Customer centric personality

• Distribution & Aftermarket (D&AM) and/or OEM Key Account Management experience

• Well organized / good time management skills

• Effective communicator / Outgoing personality

• Strong computer skills (Excel and PowerPoint)

• Strong technical writing ability

• Travel up to 60% of time (business travels may need to start or end on weekends)

Desirable:

• Sales analysis; utilize CRM and other company related software programs

• Travel manufacturing plants as needed

• Write articles for trade magazines

• Minimize expenses wherever possible

• And all other related duties as assigned

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