Mgr, Key Accounts

About the Role

As the Mgr, Key Accounts at SPX Technologies, you will develop and execute strategic account plans that drive long-term growth within the Strobic business. You will serve as the primary relationship manager for key national accounts, partnering with engineering firms, owners, contractors, manufacturers' representatives, and strategic customers to identify opportunities, influence specifications, and position SPX as the preferred solution provider. Working cross-functionally with Sales, Application Engineering, Product Management, Marketing, Customer Service, and Operations, you will build trusted customer relationships, identify emerging market opportunities, and develop growth strategies that expand market share while delivering exceptional customer experiences.

Responsibilities

• Strategic Account Management
  • Develop and execute strategic account plans for key national and regional customers within laboratory, healthcare, pharmaceutical, higher education, industrial, and mission-critical markets.
  • Build trusted relationships with consulting engineers, design firms, EPC contractors, facility owners, and manufacturers' representatives.
  • Identify opportunities to influence project specifications during early design phases.
  • Position Strobic solutions to meet customer operational, safety, sustainability, and energy efficiency objectives.
  • Coordinate account strategies across regional sales managers, representatives, application engineering, and product management teams.
• Customer Engagement & Technical Skills
  • Develop a thorough understanding of Strobic high-performance exhaust products, plume dispersion technologies, fan systems, controls, and related engineered solutions.
  • Conduct technical presentations, Lunch-and-Learn sessions, and educational seminars for consulting engineers, architects, contractors, and owners.
  • Assist customers in selecting appropriate ventilation solutions based on project performance requirements and applicable industry standards.
  • Collaborate closely with Application Engineering to develop customized technical solutions for complex customer applications.
  • Provide commercial and technical guidance throughout the sales cycle, from specification through project execution.
• Market Development & Business Growth
  • Identify emerging market opportunities within life sciences, healthcare, semiconductor, pharmaceutical manufacturing, higher education, and hyperscale data centers.
  • Develop strategies to increase Strobic specification acceptance and market share.
  • Monitor competitive technologies, industry trends, and customer requirements to proactively position SPX solutions.
  • Gather Voice of Customer feedback and collaborate with Product Management to support product enhancements and innovation initiatives.
• Industry Leadership & Continuous Improvement
  • Represent Strobic at ASHRAE, IFMA, healthcare engineering, laboratory planning, and other industry events.
  • Maintain current knowledge of industry codes, standards, and best practices related to laboratory ventilation and high-performance exhaust systems.
  • Share competitive intelligence and market insights with internal stakeholders.
  • Promote continuous improvement by identifying opportunities to improve customer experience, sales processes, and account management practices.

Requirements

• Required Experience
  • Seven or more years of experience in strategic account management, engineered equipment sales, business development, or technical sales.
  • Experience selling engineered HVAC, air movement, industrial ventilation, or mechanical equipment solutions.
  • Demonstrated success managing complex sales cycles involving multiple stakeholders.
• Preferred Experience, Knowledge, Skills & Abilities
  • Industry Knowledge
    • Knowledge of laboratory ventilation systems, critical environment exhaust applications, plume dispersion technologies, or industrial air movement systems.
    • Understanding of HVAC design principles and mechanical systems used in healthcare, laboratories, pharmaceutical, higher education, and mission-critical facilities.
    • Familiarity with applicable industry standards including ASHRAE, ANSI/AIHA, NFPA, and laboratory ventilation best practices.
    • Understanding of specification-driven sales processes and construction project delivery methods.
  • Technical Sales Skills
    • Ability to interpret engineering drawings, plans, specifications, and mechanical schedules.
    • Ability to communicate complex technical solutions to both technical and non-technical audiences.
    • Experience supporting consulting engineers and design professionals during system selection and specification development.
    • Strong consultative selling and solution-based sales approach.
  • Business Development
    • Experience building executive-level customer relationships.
    • Ability to identify emerging market opportunities and develop strategic account growth plans.
    • Strong negotiation, presentation, and business planning skills.
    • Experience managing long sales cycles and complex project opportunities.
  • Collaboration
    • Ability to work effectively with Application Engineering, Product Management, Manufacturing, Customer Service, Marketing, and Operations.
    • Strong project coordination and cross-functional communication skills.
• Education & Certifications
  • Bachelor's degree in Mechanical Engineering, Engineering Technology, Business, Marketing, or related technical field. Equivalent combination of education and industry experience will be considered.

Travel & Working Environment

• Travel approximately 50–70% throughout North America, with occasional international travel as business needs require.
• Regularly visit customers, consulting engineers, manufacturers' representatives, contractors, and project sites to support strategic account development and business growth.
• Represent SPX at customer meetings, technical presentations, industry conferences, and trade shows.
• Work independently while collaborating cross-functionally with Sales, Application Engineering, Product Management, Operations, and Customer Service.
• Ability to travel by air and automobile and occasionally visit manufacturing facilities, laboratories, and active construction sites while complying with all safety requirements and wearing appropriate PPE.

Benefits

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave.
• Competitive health insurance plans and 401(k) match, with benefits starting day one.
• Competitive and performance-based compensation packages and bonus plans.
• Educational assistance, leadership development programs, and recognition programs.