How You Will Make An Impact (Job Summary) Key Account Management (KAM) significantly impacts HVAC Cooling EMEA by improving customer retention, increasing revenues, and fostering stronger, more profitable relationships with our key clients. It focuses on building deep, strategic dealings with a select group of high-value customers, leading to increased loyalty, lifetime value, and overall business growth What You Can Expect In This Role (Job Responsibilities) While each day brings new opportunities to SPX, your core responsibilities will be: Account Leadership - Take full ownership of key client relationships, ensuring the identification and delivery of customized Cooling solutions that align with business objectives. Revenue & Profitability growth - Achieving and exceeding sales targets for key accounts by securing new contracts, upselling services, and driving sustainable revenue growth. Market & Competitive insight - Stay informed on market trends, technological advancements, and customer needs to provide strategic insights and recommendations to clients and within SPX. Global collaboration - Collaborate with Global KAM, Engineering, & Operations to ensure timely and profitable delivery of proposals, presentations and bids for new business. Project Management - It includes active management of project activities, tracking progress, and making adjustments as needed. Ensuring projects are delivered on time and to budget. Reporting & Forecasting - Provide regular updates on account status, sales performance, and market developments to senior management & maintain accurate forecasting. What we are looking for (Experience, Knowledge, Skills, Abilities, Education) We each bring something to the table, and we are looking for someone who has: Required Experience Commercial expertise: Proven track record of driving sales and managing high-value accounts within HVAC or related sectors. Strong commercial acumen, with experience in negotiating and closing complex contracts while maximizing profitability. Client Relationship Management: Exceptional communication and interpersonal skills, with the ability to build and maintain relationships with senior decision-makers and key stakeholders. Ability to anticipate and address client needs, ensuring satisfaction and long-term retention. Results driven: Strong commercial acumen, with experience in negotiating and closing complex contracts while maximizing profitability. Industry Knowledge: Deep understanding of HVAC technologies, energy-efficient systems, and industry trends. Ability to clearly articulate technical solutions in a commercially compelling manner Project Delivery: Proven track record of delivering complex solutions to customers on time and within budget. Experience of working with large EPCs is essential Preferred Experience, Knowledge, Skills, And Abilities Proficiency with Windows Word, Excel, PowerPoint, Teams & CRM software Experience of running small, multi-disciplined team Strong communication & administrative skills Customer focused Excellent literacy and numeracy skills Solution driven & problem solving orientated Aligning Performance for Success Continuous Improvement Facilitating Change Building Strategic Work Relationships Gaining Commitment Planning and Organizing Continuous Learning Team worker that will equally contribute to the success of the team Proactive Ethical conduct Education & Certifications Bachelor’s degree (BS) in Mechanical Engineering, Business or related field. HVAC – specific certifications will be advantageous Travel & Working Environment Frequent travel within the region
In this role, you will play a crucial part in the Key Account Management (KAM) department of HVAC Cooling EMEA, where your efforts will directly impact customer retention, revenue growth, and the establishment of stronger relationships with key clients. By engaging in strategic dealings with high-value customers, you will contribute to enhancing loyalty, lifetime value, and overall business expansion. Your core responsibilities will include: - **Account Leadership**: - Taking full ownership of key client relationships to deliver customized Cooling solutions aligning with business objectives. - **Revenue & Profitability Growth**: - Achieving and surpassing sales targets for key accounts through securing new contracts, upselling services, and driving sustainable revenue growth. - **Market & Competitive Insight**: - Staying updated on market trends, technological advancements, and customer needs to offer strategic insights and recommendations to clients and within the company. - **Global Collaboration**: - Collaborating with Global KAM, Engineering, & Operations for timely and profitable delivery of proposals, presentations, and bids for new business. - **Project Management**: - Actively managing project activities, tracking progress, and making necessary adjustments to ensure on-time and within budget delivery of projects. - **Reporting & Forecasting**: - Providing regular updates on account status, sales performance, and market developments to senior management while maintaining accurate forecasting. We are seeking an individual with the following qualifications: **Required Experience**: - Proven commercial expertise in driving sales and managing high-value accounts within HVAC or related sectors. - Strong negotiation skills and the ability to close complex contracts while maximizing profitability. - Exceptional client relationship management abilities with a focus on customer satisfaction and retention. - Deep understanding of HVAC technologies, energy-efficient systems, and industry trends. - Track record of delivering complex solutions on time and within budget. **Preferred Experience, Knowledge, Skills, And Abilities**: - Proficiency in Windows Word, Excel, PowerPoint, Teams & CRM software. - Experience in leading small, multi-disciplined teams. - Strong communication, administrative, literacy, and numeracy skills. - Solution-driven, problem-solving oriented, and customer-focused. - Ability to align performance for success, facilitate change, and build strategic work relationships. - Commitment to continuous improvement, learning, and ethical conduct. **Education & Certifications**: - Bachelor's degree (BS) in Mechanical Engineering, Business, or a related field. - HVAC-specific certifications will be advantageous. Please note that frequent travel within the region is expected for this role.,
How You Will Make An Impact (Job Summary) Key Account Management (KAM) significantly impacts HVAC Cooling EMEA by improving customer retention, increasing revenues, and fostering stronger, more profitable relationships with our key clients. It focuses on building deep, strategic dealings with a select group of high-value customers, leading to increased loyalty, lifetime value, and overall business growth What You Can Expect In This Role (Job Responsibilities) While each day brings new opportunities to SPX, your core responsibilities will be: Account Leadership - Take full ownership of key client relationships, ensuring the identification and delivery of customized Cooling solutions that align with business objectives. Revenue & Profitability growth - Achieving and exceeding sales targets for key accounts by securing new contracts, upselling services, and driving sustainable revenue growth. Market & Competitive insight - Stay informed on market trends, technological advancements, and customer needs to provide strategic insights and recommendations to clients and within SPX. Global collaboration - Collaborate with Global KAM, Engineering, & Operations to ensure timely and profitable delivery of proposals, presentations and bids for new business. Project Management - It includes active management of project activities, tracking progress, and making adjustments as needed. Ensuring projects are delivered on time and to budget. Reporting & Forecasting - Provide regular updates on account status, sales performance, and market developments to senior management & maintain accurate forecasting. What we are looking for (Experience, Knowledge, Skills, Abilities, Education) We each bring something to the table, and we are looking for someone who has: Required Experience Commercial expertise: Proven track record of driving sales and managing high-value accounts within HVAC or related sectors. Strong commercial acumen, with experience in negotiating and closing complex contracts while maximizing profitability. Client Relationship Management: Exceptional communication and interpersonal skills, with the ability to build and maintain relationships with senior decision-makers and key stakeholders. Ability to anticipate and address client needs, ensuring satisfaction and long-term retention. Results driven: Strong commercial acumen, with experience in negotiating and closing complex contracts while maximizing profitability. Industry Knowledge: Deep understanding of HVAC technologies, energy-efficient systems, and industry trends. Ability to clearly articulate technical solutions in a commercially compelling manner Project Delivery: Proven track record of delivering complex solutions to customers on time and within budget. Experience of working with large EPCs is essential Preferred Experience, Knowledge, Skills, And Abilities Proficiency with Windows Word, Excel, PowerPoint, Teams & CRM software Experience of running small, multi-disciplined team Strong communication & administrative skills Customer focused Excellent literacy and numeracy skills Solution driven & problem solving orientated Aligning Performance for Success Continuous Improvement Facilitating Change Building Strategic Work Relationships Gaining Commitment Planning and Organizing Continuous Learning Team worker that will equally contribute to the success of the team Proactive Ethical conduct Education & Certifications Bachelor's degree (BS) in Mechanical Engineering, Business or related field. HVAC specific certifications will be advantageous Travel & Working Environment Frequent travel within the region