Integrated Solutions Service Ops Mgr 1

Job Title: Key Account Manager.Role OverviewThe Key Account Manager will be responsible for managing and growing strategic customer relationships within the HVAC business segment. This role focuses on driving revenue growth, ensuring customer satisfaction, and expanding business opportunities across key accounts such as large Commercial / Data Centre / e-Commerce clients.Key Responsibilities1. Key Account ManagementDevelop and maintain strong relationships with strategic clients in HVAC domainServe as the primary point of contact for designated key customers.Understand client needs and align company solutions accordinglyEnsure high levels of customer satisfaction and retention2. Business Development & Sales GrowthIdentify and pursue new business opportunities within assigned accountsDrive sales of HVAC equipment and servicesAchieve revenue targets and profitability goalsUpsell and cross-sell integrated solutions (e.g., energy management, IoT-enabled systems)3. Technical Solution SellingProvide consultative selling leveraging HVAC knowledgeCollaborate with technical teams to develop customized solutionsPresent proposals, technical specifications, and system solutions to customersSupport clients in system design considerations and upgrades4. Stakeholder ManagementEngage with consultants, architects, contractors, and facility managersCoordinate internally with engineering, project, and service teamsInfluence decision-makers at multiple levels (technical & commercial)5. Project & Commercial OversightMonitor project execution for key customers and ensure timely deliverySupport contract negotiations, pricing strategies, and commercial termsEnsure compliance with company policies and client requirements6. Market & Industry InsightsTrack industry trends (HVAC, smart buildings, automation, sustainability)Identify competitor activities and market opportunitiesProvide feedback for product and solution improvementsKey RequirementsEducationBachelor’s degree in Mechanical / Electrical Engineering (preferred)MBA or equivalent (optional but advantageous)Experience10+ years in HVAC or related industryProven experience managing key accounts and driving revenue growthExperience with HVAC systems, chillers, AHU solutionsTechnical SkillsStrong knowledge of HVAC systems technologiesUnderstanding of Building Management Systems (BMS), PLC/SCADA, or IoT solutionsAbility to interpret technical drawings, specifications, and system designsSoft SkillsExcellent relationship management and communication skillsStrong negotiation and influencing abilitiesStrategic thinking and problem-solving mindsetAbility to work cross-functionallyKey CompetenciesCustomer-centric approachCommercial acumenTechnical consultative sellingStakeholder engagementResults orientationKPIs / Success MetricsRevenue growth from key accountsCustomer retention and satisfaction scoresNew business generation within existing accountsProject delivery performanceProfit marginsPreferred Industry BackgroundHVAC OEMs (e.g., Johnson Controls, Carrier, Daiken, Climavenata, Trane Dunhambush, Voltas, Bluestar or similar )Building Automation / Smart Building companiesIndustrial or commercial HVAC solution providers