CAREL · 2 weeks ago
Key Account Manager - HVAC OEM
Lancaster, PA
Full-time
Hybrid
Mid, Senior Level
4+ years expCAREL is a company focused on the HVAC industry, seeking a Key Account Manager to develop existing strategic accounts in the HVAC OEM sales channel. The role involves promoting CAREL solutions, implementing revenue growth strategies, and collaborating with various stakeholders to drive business results.
AppsElectronicsEnergy EfficiencyHeating Ventilation and Air Conditioning (HVAC)Sensor
Responsibilities
Promotes CAREL solutions’ value to specific Key HVAC OEMs in a compelling, monetized manner
Develops and implements strategy to effectively grow revenue inside existing Key Accounts
Performs market research, qualifies potential projects according to Carel’s process, and builds and maintains a healthy new business funnel on a continuous basis
Uses specific methodology and discipline for identifying, contacting, and engaging all the influencers in the various functional groups at our Key OEM accounts
Prepares customer meeting plans prior to meetings with each customer to ensure s/he provides value at every meeting and has a predefined target for a successful outcome
Manages projects through the Carel sales process, utilizing CRM
Collaborates with Software Developers to coordinate services and trainings which will help to drive the business results
Communicates effectively with all levels within an OEM organization including C-level and director-level as well as key stakeholders in areas such as R&D, Operations, S&M, Field Support Services, and Software
Collaborates with other Key Account representatives globally to effectively share activities and information which may affect business
Collaborates with project managers, engineers, field technicians, software developers and other technical specialists. Develops and participates in project plans for cross-functional groups
Manages customer expectations, and develops and implements effective countermeasures when expectations are in danger of not being met
Performs engagement gap analysis and plans for improvement
Prepares visit reports and otherwise documents all required and useful information in CRM
Assists in analysis of potential revenue for new or existing products or services within specific Key Accounts
Provides a key voice in planning marketing strategies, and suggesting new products and services which could serve to increase business at specific Key Accounts
Provides OEM feedback to the product development function and facilitates meetings between OEMs and Carel’s product marketing and R&D roles when appropriate
Is a key participant in Carel’s market presence, including, but not limited to presence at trade shows and by presenting her/himself as professional and knowledgeable representative of Carel in all professional situations
Other duties may be assigned as needed or assigned by the Managing Director, Carel USA NE
Qualification
Required
4 year university degree or equivalent
Excellent verbal, written, and presentation communication skills
High degree of business aptitude. Is able to align the actions of self and surrounding internal and customer teams with strategy
4 or more years of professional sales experience selling solutions to an OEM corporate environment using top-down methodology is required
Proven track record of setting and achieving goals with customers is required
PowerPoint, Excel, Word, demonstrated self-motivation resulting in a high degree of performance without constant supervision
The candidate must be fluent in English
Sufficient to calculate return on investment periods and other monetized value
20 - 40% average overnight travel and some evening promotion time necessary
Preferred
Preferred (but not required) degrees are – or are similar to – marketing, business administration or engineering
Experience selling HVAC and/or control solutions is preferred
Experience working inside an OEM is preferred
Spanish is a plus
Company
CAREL
CAREL is a world leader in control solutions for air-conditioning, refrigeration and heating, and systems for humidification and evaporative cooling.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Alberto Catullo
Regional CEO - APAC Region
Edevaldo Bomfim
CEO Americas
Recent News
MarketScreener
2025-09-08
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2025-04-12
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