Strategic Account Executive OEM
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Key skills for this role
About the Role
Develop and execute growth strategies, build executive relationships, and lead complex sales in HVACR technology while managing customer accounts effectively.
Key Skills for This Role
Responsibilities
- Develop and execute long term, account specific growth strategies for assigned strategic customers
- Build and sustain executive level relationships across customer organizations
- Lead complex, multi stakeholder sales opportunities using consultative solution selling practices
- Coordinate cross functionally with sales, engineering, and services teams
- Apply deep market, customer, and technical insight to identify growth opportunities
- Maintain accurate forecasts, opportunity plans, project pipeline and account strategies within CRM systems
- Develop and maintain relationships with key HVAC OEM stakeholders
- Develop deep understanding of customer strategy to champion appropriate support needs and HVAC product opportunities
- Collaborate with internal account team members to ensure value propositions are delivered
- Conduct periodic account planning to identify expansion & cross sell opportunities
- Lead contract and pricing negotiations with OEM customers
- Serve as main point of contact for assigned accounts
Requirements
- 10 or more years of experience in B2B or technical sales roles
- Demonstrated success managing strategic or enterprise level customer accounts
- Advanced consultative selling, opportunity management, and negotiation skills
- Ability to engage and influence executive level customer stakeholders
- Disciplined use of CRM tools
Full Job Posting
About Us
- 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 we bring comfort to people globally.
Key Responsibilities
- Develop and execute long term, account specific growth strategies for assigned strategic customers.
- Build and sustain executive level relationships across customer organizations, serving as a trusted advisor.
- Lead complex, multi stakeholder sales opportunities using consultative solution selling practices.
- Coordinate cross functionally with sales, engineering, and services teams to deliver integrated customer solutions.
- Apply deep market, customer, and technical insight to identify growth opportunities and mitigate risk.
- Maintain accurate forecasts, opportunity plans, project pipeline and account strategies within CRM systems.
- Develop and maintain relationships with key HVAC OEM stakeholders.
- Develop deep understanding of customer strategy to champion appropriate support needs and HVAC product opportunities.
- Collaborate with and orchestrate internal account team members to ensure value propositions are appropriately delivered.
- Conduct periodic account planning to strategically identify expansion & cross sell opportunities.
- Lead contract and pricing negotiations with OEM customers.
- Serve as main point of contact for set of assigned accounts; route inquiries as necessary to Customer Success Reps.
Required Experience & Skills
- Eight (10) or more years of experience in B2B or technical sales roles supporting complex customer environments.
- Demonstrated success managing strategic or enterprise level customer accounts.
- Advanced consultative selling, opportunity management, and negotiation skills.
- Ability to engage and influence executive level customer stakeholders.
- Strong written, verbal, and presentation communication skills.
- Disciplined use of CRM tools to manage pipeline, forecasts, and account plans.
Preferred Experience & Skills
- Experience selling complex, technical, or solutions based offerings.
- Experience leading multi year account strategies or enterprise level engagements.
- Technical background in industrial engineering, mechanical engineering, electrical engineering, or a closely related systems focused discipline.
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