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How you will make an Impact (Job Summary)
Key Account Management (KAM) significantly impacts HVAC Cooling EMEA by improving customer retention, increasing revenues, and fostering stronger, more profitable relationships with our key clients. It focuses on building deep, strategic dealings with a select group of high-value customers, leading to increased loyalty, lifetime value, and overall business growth.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities to SPX, your core responsibilities will be:
Account Leadership
- Take full ownership of key client relationships, ensuring the identification and delivery of customized Cooling solutions that align with business objectives.
Revenue & Profitability growth
- Achieving and exceeding sales targets for key accounts by securing new contracts, upselling services, and driving sustainable revenue growth.
Market & Competitive insight
- Stay informed on market trends, technological advancements, and customer needs to provide strategic insights and recommendations to clients and within SPX.
Global collaboration
- Collaborate with Global KAM, Engineering, & Operations to ensure timely and profitable delivery of proposals, presentations and bids for new business.
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Project Management
- It includes active management of project activities, tracking progress, and making adjustments as needed. Ensuring projects are delivered on time and to budget.
Reporting & Forecasting
- Provide regular updates on account status, sales performance, and market developments to senior management & maintain accurate forecasting.
What we are looking for (Experience, Knowledge, Skills, Abilities, Education)
We each bring something to the table, and we are looking for someone who has:
Required Experience
- Commercial expertise: Proven track record of driving sales and managing high-value accounts within HVAC or related sectors. Strong commercial acumen, with experience in negotiating and closing complex contracts while maximizing profitability.
- Client Relationship Management: Exceptional communication and interpersonal skills, with the ability to build and maintain relationships with senior decision-makers and key stakeholders. Ability to anticipate and address client needs, ensuring satisfaction and long-term retention.
- Results driven: Strong commercial acumen, with experience in negotiating and closing complex contracts while maximizing profitability.
- Industry Knowledge: Deep understanding of HVAC technologies, energy-efficient systems, and industry trends. Ability to clearly articulate technical solutions in a commercially compelling manner.
- Project Delivery: Proven track record of delivering complex solutions to customers on time and within budget. Experience of working with large EPCs is essential.
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Preferred Experience, Knowledge, Skills, and Abilities
- Proficiency with Windows Word, Excel, PowerPoint, Teams & CRM software
- Experience of running small, multi-disciplined team
- Strong communication & administrative skills
- Customer focused
- Excellent literacy and numeracy skills
- Solution driven & problem solving orientated
- Aligning Performance for Success
- Continuous Improvement
- Facilitating Change
- Building Strategic Work Relationships
- Gaining Commitment
- Planning and Organizing
- Continuous Learning
- Team worker that will equally contribute to the success of the team
- Proactive
- Ethical conduct
Education & Certifications
- Bachelor’s degree (BS) in Mechanical Engineering, Business or related field.
- HVAC – specific certifications will be advantageous.
Travel & Working Environment
- Frequent travel within the region
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