Key Account Manager - HVAC Business Segment

Integrated Solutions Service Ops Mgr 1

Job Title: Key Account Manager.

Role Overview

The Key Account Manager will be responsible for managing and growing strategic customer relationships within the HVAC business segment. This role focuses on driving revenue growth, ensuring customer satisfaction, and expanding business opportunities across key accounts such as large Commercial / Data Centre / e-Commerce clients.

Key Responsibilities

1. Key Account Management

• Develop and maintain strong relationships with strategic clients in HVAC domain
• Serve as the primary point of contact for designated key customers.
• Understand client needs and align company solutions accordingly
• Ensure high levels of customer satisfaction and retention

2. Business Development & Sales Growth

• Identify and pursue new business opportunities within assigned accounts
• Drive sales of HVAC equipment and services
• Achieve revenue targets and profitability goals
• Upsell and cross-sell integrated solutions (e.g., energy management, IoT-enabled systems)

3. Technical Solution Selling

• Provide consultative selling leveraging HVAC knowledge
• Collaborate with technical teams to develop customized solutions
• Present proposals, technical specifications, and system solutions to customers
• Support clients in system design considerations and upgrades

4. Stakeholder Management

• Engage with consultants, architects, contractors, and facility managers
• Coordinate internally with engineering, project, and service teams
• Influence decision-makers at multiple levels (technical & commercial)

5. Project & Commercial Oversight

• Monitor project execution for key customers and ensure timely delivery
• Support contract negotiations, pricing strategies, and commercial terms
• Ensure compliance with company policies and client requirements

6. Market & Industry Insights

• Track industry trends (HVAC, smart buildings, automation, sustainability)
• Identify competitor activities and market opportunities
• Provide feedback for product and solution improvements

Key Requirements

Education

• Bachelor’s degree in Mechanical / Electrical Engineering (preferred)
• MBA or equivalent (optional but advantageous)

Experience

• 10+ years in HVAC or related industry
• Proven experience managing key accounts and driving revenue growth
• Experience with HVAC systems, chillers, AHU solutions

Technical Skills

• Strong knowledge of HVAC systems technologies
• Understanding of Building Management Systems (BMS), PLC/SCADA, or IoT solutions
• Ability to interpret technical drawings, specifications, and system designs

Soft Skills

• Excellent relationship management and communication skills
• Strong negotiation and influencing abilities
• Strategic thinking and problem-solving mindset
• Ability to work cross-functionally

Key Competencies

• Customer-centric approach
• Commercial acumen
• Technical consultative selling
• Stakeholder engagement
• Results orientation

KPIs / Success Metrics

• Revenue growth from key accounts
• Customer retention and satisfaction scores
• New business generation within existing accounts
• Project delivery performance
• Profit margins

Preferred Industry Background

• HVAC OEMs (e.g., Johnson Controls, Carrier, Daiken, Climavenata, Trane Dunhambush, Voltas, Bluestar or similar )
• Building Automation / Smart Building companies
• Industrial or commercial HVAC solution providers