Strategic Account Manager, Retail

About Us

Lennox (NYSE: LII) is driven by 130 years of legacy in HVAC and refrigeration success, providing industry-leading climate-control solutions to residential and commercial customers. We foster a collaborative culture where all employees feel heard, welcomed, and supported in their career development. Lennox is a global community that values each team member’s contributions and offers a supportive environment for growth.

Responsibilities

• Manage and grow business relationships with assigned national or regional channel partners.
• Develop and execute joint business plans with strategic accounts, including key performance indicators (KPIs), initiative roadmaps, and quarterly business reviews (QBRs) to drive growth, retention, margin performance, and customer satisfaction.
• Collaborate with channel partners on marketing initiatives, go-to-market strategies, product positioning, sales training, and expansion into new markets.
• Lead cross-functional coordination across internal teams including Marketing, Product Management, Supply Chain, Pricing, Finance, and Operations to deliver on customer commitments and resolve issues proactively.
• Influence stakeholders across matrixed organizations, both internally and externally, to align priorities, overcome obstacles, and achieve shared business objectives.
• Monitor market trends, competitive activity, and industry developments to inform account strategies and recommendations.
• Serve as a trusted advisor to strategic accounts, strengthening engagement, customer loyalty, and long-term growth.
• Support the development and implementation of training programs for field sales teams and participating centers, including readiness initiatives related to major industry changes and compliance requirements.
• Assist with contract negotiations and program governance to ensure sustainable growth, compliance, and alignment on customer commitments.
• Identify, develop, and advance new business opportunities with national channel partners through strategic account-based selling approaches.
• Maintain forecast accuracy, pipeline management, performance reporting, and risk/opportunity assessments for assigned accounts.
• Translate business data and analytics into actionable insights and executive-level recommendations.
• Recommend and implement sales and partnership strategies that drive profitable growth while balancing customer value and organizational objectives.

This position requires up to 50% travel throughout the United States and Canada.

Requirements

• Bachelor’s degree required, or an equivalent combination of education and relevant experience.
• Minimum of 1 year of experience, with 3–5 years preferred in account management, key account sales, channel partner management, or a related field.
• Experience within HVACR, manufacturing, durable goods, or closely related industries preferred.

Skills

• Exceptional relationship-building, communication, negotiation, persuasion, and time-management skills.
• Demonstrated success influencing and leading within matrixed organizations without direct authority.
• Strong strategic thinking and business acumen, with the ability to identify opportunities, develop innovative solutions, and communicate compelling value propositions.
• Proven ability to manage executive-level customer relationships and facilitate alignment among multiple stakeholders.
• Strong analytical skills with experience using data and metrics to evaluate account performance, forecast results, identify risks, and drive strategic decisions.
• Knowledge of customer service principles, including needs assessment, quality standards, and customer satisfaction measurement.
• Excellent written and verbal communication skills, including the ability to deliver impactful business reviews and presentations.
• Substantial industry and product knowledge, including awareness of market trends and regulatory developments.
• Proficiency with Microsoft 365 applications and Customer Relationship Management (CRM) systems.

Benefits

• Tuition reimbursement.
• Medical, dental, and vision insurance; prescription drug coverage.
• 401(k) retirement plan.
• Short-term disability insurance.
• 8 weeks paid birthing leave; 2 weeks paid bonding leave.
• Life and long-term disability insurance.
• Up to 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year (eligibility requirements apply).

Pay

The starting salary range for this role is between $100,800–$132,300 annually, depending on geography/market and the candidate’s skills, education, experience, and other qualifications. Employees in this role are also eligible for an annual bonus in accordance with the Company’s applicable plan. This is a salaried exempt role and not eligible for overtime.