As a member of our team, you will dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.
As a Regional Key Account Manager, you will be responsible for executing global account strategies within a designated geographic region by engaging with regional client teams, identifying regional opportunities and working closely with key internal stakeholders to drive strong sales performance and deep adoption of our technology within the account, through valuer articulation around energy efficiency, carbon abatement, and space optimization.
Key Accountabilities
1. Regional Account Ownership & Growth
- Build trusted relationships with regional decision-makers across procurement, engineering, operations, and leadership.
- Develop and execute regional LAMP (Large Account Management Plan) with clear stakeholder mapping and opportunity identification.
- Maintain updated CRM records and create account-specific action plans to drive sales and technology adoption.
- Partner with MPS and Offering Managers to adapt solutions to customer needs.
2. Alignment with Global Key Account Strategy
- Act as the primary regional contact for Global Key Accounts, ensuring alignment with GKAM strategy.
- Support GKAM during customer engagements, negotiations, and visits with local insights.
- Translate global objectives into regional execution plans and localized opportunities.
3. Forecasting & Supply Chain Coordination
- Own regional forecasting of volumes, timelines, and service needs; update monthly.
- Coordinate with SIOP, supply chain, and operations to ensure delivery and manage constraints.
- Support inventory agreements and risk management.
4. Contracting & Negotiation Support
- Assist with local contract addendums aligned to global frameworks.
- Provide market insights for pricing and terms; maintain accurate CRM documentation.
5. Voice of Customer & Market Intelligence
- Capture VOC on product performance and trends; share with GKAM and value streams.
- Monitor competition and provide actionable regional insights.
6. Regional Collaboration & Capability Building
- Align local sales, service, and operations for unified account management.
- Deliver account training and identify regional accounts with global potential.
7. Technology Selling & Conversion
- Build relationships with client sales, engineering, and product teams.
- Promote Armstrong technologies and develop conversion roadmaps within LAMP plans.
- Track adoption progress with internal engineering and operations support.
8. Operations Leadership
- Partner with sourcing and operations on OTD, lead time, and inventory performance.
- Maintain monthly scorecards and drive joint problem resolution with clients.
9. Reporting & Advocacy
- Provide regular reports on forecasts, risks, and opportunities.
- Coordinate customer visits, marketing initiatives, and trade shows.
10. Collections
- Work with finance to ensure timely payments and resolve collection issues.
11. Leverage Sales Channel Development
- Create regional channel strategy for OEM accounts and integrate Armstrong products.
- Monitor channel performance and optimize distribution processes.
What We're Looking For
Education & Experience
- Bachelor's/Master's in Engineering (MBA preferred).
- 1215 years sales/account management; 12 years managing large regional/global accounts.
Industry Knowledge
- HVAC/fluid systems, modular solutions, digital services, sustainability.
- CRM proficiency; experience with configurators and forecasting tools.
Skills
- Strategic planning, negotiation, C-level influencing.
- Strong communication, cross-functional leadership, and process discipline.
- Ability to thrive in complex, fast-paced environments.
Why Armstrong Fluid Technology
By joining us, you'll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You'll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow's solutions today.
