Senior Account Manager, OEM Controls
About This Role
As part of Carrier SCS (Software Control Systems), UTEC Controls designs, develops, and manufactures control solutions for HVAC, Food Service, Refrigeration, Industrial, and related markets globally. UTEC Controls is seeking a Senior Account Manager to be based in Fort Wayne, IN or near major airport hubs in USA to lead Sales Account Management of connected sensing and controls solutions for Food Services customer base. This Sales leadership position has a critical role in driving growth of one of our fastest growing segments. It requires a self-directed leader with a passion for achieving and exceeding product and business growth targets while implementing differentiating new technology. Collaborating with Product Management and Engineering team to define, plan, and deliver innovative products to market is key to success.
Key Responsibilities
- Partner with Product Management and OEM engineering teams to understand application requirements and co-design electronic control solutions (PCBs, microcontrollers, sensors, HMI, IoT connectivity, safety systems, etc.) that meet UL, NSF, CE, and foodservice-specific standards.
- New Business Development: Prospect, qualify, and close new Foodservice OEM accounts. Build and execute strategic account plans targeting Tier-1 and Tier-2 OEMs.
- Key Account Management: Own and grow a portfolio of strategic OEM customers. Drive specification positions, manage multi-year contracts, and achieve annual revenue and margin targets.
- Market & Application Expertise: Stay current on foodservice trends (energy efficiency, connectivity, automation, sustainability) and translate them into product opportunities for our controls portfolio.
- Cross-Functional Collaboration: Work closely with internal Product Management, Engineering, and Operations teams to ensure timely development and delivery of custom solutions.
- Sales Process Ownership: Lead technical presentations, product demonstrations, design reviews, and commercial negotiations. Prepare and deliver professional proposals and ROI justifications.
Required Qualifications
- Bachelor’s Degree
- 5+ years of proven technical sales experience in electronics, controls, sensors, or industrial automation
PREFERRED QUALIFICATIONS
- Bachelor’s degree: Electrical engineering, Mechanical Engineering, or related technical discipline (or equivalent combination of education and experience)
- Demonstrated success selling into Foodservice OEMs, with a track record of designing-in complex electronic solutions and closing multi-million-dollar opportunities
- Strong technical aptitude – ability to discuss schematics, firmware, communication protocols (Modbus, CAN, Ethernet/IP, etc.), and regulatory requirements
- Excellent presentation, negotiation, and written communication skills
- Self-motivated with a hunter mentality and strong CRM discipline (Salesforce experience preferred)
Pay Range
The annual salary for this position is between $96,000.00 - $192,000.00 annually. Factors which may affect pay within this range include, but are not limited to, skills, education, experience, and other unique qualifications of the successful candidate.
Other Compensation
- Short-term cash incentives, subject to plan requirements
Benefits
- Health Care Benefits: Medical, Dental, Vision; Wellness incentives
- Retirement Benefits
- Time off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation
- Disability: Short-term and long-term disability
- Life Insurance and Accidental Death and Dismemberment
- Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account
- Tuition Assistance