Strategic Accounts Manager - Industrial Refrigeration

We are a global climate technologies company engineered for sustainability. We create sustainable and efficient residential, commercial, and industrial spaces through HVACR technologies. We protect temperature-sensitive goods throughout the cold chain and bring comfort to people globally. Our best-in-class engineering, design, and manufacturing, combined with category-leading brands in compression, controls, software, and monitoring solutions, result in next-generation climate technology built for the needs of the world ahead.

About the role

The Strategic Account Manager is a hunter, seeking out projects and working with customers to achieve their sustainability goals by growing Vilter’s installed base of industrial refrigeration and industrial heating solutions. A key member of the North America Sales Team, the successful candidate is motivated to encourage a strong preference for the Vilter brand through building positive relationships with end-users, consultants, and contractors, striving to achieve Trusted Advisor status with customers. This role requires collaboration with project management, engineering, operations, customer service, lifecycle services, and legal to deliver project wins and outstanding customer experiences. While remote, this person must be located in California or a nearby state.

Responsibilities

• Develop the overall strategic program for the account at all levels of the organization involved with that account.
• Implement Account Sales Plans to exceed defined sales and gross margin objectives.
• Realize sales and margin targets for Vilter heat pumps and refrigeration compression packages in territory.
• Build and grow relationships with customers and partners to encourage a preference for Vilter products and services.
• Maintain up-to-date forecasts, project details, and competitor notes through Salesforce CRM.
• Present projects and attend weekly Opportunity Review Board meetings.
• Collaborate across functions to ensure strong performance and positive customer experience.
• Operate as the partner concern point for customer issues and drive a positive customer experience throughout the issue resolution process.
• Demonstrate full ownership of the sales process from point of enquiry to closure of purchase order.
• Provide aftersales support as needed to ensure customer satisfaction.
• Work closely with Sales, Customer Experience, Marketing, Lifecycle Services, and Product Management on market challenges and requirements to educate customers on new technologies and industry trends.
• Carry out responsibilities in an ethical manner in accordance with the organization’s policies and applicable laws.
• Advance Vilter’s value proposition and technical advantages through frequent visits to key stakeholders, tradeshow attendance, and industry associations.
• Regular travel required, up to 100 nights per year.
• Other duties as business needs emerge.

Requirements

• A minimum of 5 years account management experience in industrial refrigeration equipment is required. Experience with Ammonia refrigeration is highly preferred.
• Bachelor’s degree required in Engineering or similar field. Equivalent experience in an engineering role may be considered.
• Understand financial calculations and commercial concepts to negotiate and close on opportunities.
• Must be a self-starter with demonstrated business sense and a strong drive for results.
• Knowledgeable in contract negotiations.
• Tenacious, disciplined approach to opportunity management and customer engagement.
• Ability to communicate both technically and commercially with all levels of the organization as well as customers and end users.
• Established relationships in the California market.
• Located in California or a nearby West Coast state.

Skills

• Industrial refrigeration design expertise
• Customer Focus
• Drives Results
• Action Oriented
• Collaborates
• Communicates Effectively
• Instills Trust

Pay

In accordance with Colorado EPEWA, the total compensation (base + bonus target) range for this role is $150K - $190K commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.

Schedule

• This role is fully remote with the ideal candidate located in California or another nearby state.
• Travel to the factory in Milwaukee is required, up to 24 nights per year.
• Regular travel required, up to 100 nights per year.

Benefits

• Flexible and competitive benefits plans offering medical insurance, dental and vision coverage, and 401(k).
• Flexible time off plans, including paid parental leave, vacation, and holiday leave.