POSITION PURPOSE
The Aftermarket Key Account Manager is responsible for driving profitable Aftermarket growth across strategic channel partners and direct end-user accounts. This role will develop and execute account initiatives for strategic customers while expanding BAC’s direct-account presence in priority applications including data centers and commercial refrigeration. The position will entail support on the HVAC, refrigeration, industrial, and data center markets, connecting customer needs with BAC’s parts, service, replacement, upgrade, and lifecycle solutions. The Key Account Manager will serve as the commercial owner for assigned accounts, build relationships across customer organizations, create a qualified growth pipeline, and coordinate internal resources to convert opportunities into sustainable revenue. This position reports to the Market Leader, Aftermarket.
PRINCIPAL ACCOUNTABILITIES
- Own the growth strategy, account plan, pipeline, and commercial performance for assigned strategic and direct accounts.
- Develop and expand partnerships with strategic accounts, including joint growth plans, market coverage, opportunity identification, and execution priorities.
- Build BAC’s direct-account Aftermarket presence with data centers, commercial refrigeration operators, industrial facilities, and other priority end users.
- Identify installed-base opportunities for replacement parts, repairs, upgrades, modernization, service, and lifecycle support.
- Establish clear account segmentation, opportunity priorities, revenue objectives, and activity plans aligned with the Aftermarket sales plan.
- Build strong relationships with customer executives, purchasing teams, facility leaders, contractors, engineers, technicians, and other decision-makers and influencers.
- Serve as the primary commercial point of contact for assigned accounts and coordinate technical, operational, and customer-service support across BAC.
- Translate Voice of the Customer insights, competitive activity, and market trends into actionable growth initiatives and portfolio recommendations.
- Develop account-specific value propositions and commercial solutions that improve equipment reliability, lifecycle performance, speed, and customer outcomes.
- Lead opportunity qualification, proposal strategy, pricing coordination, negotiations, and follow-through from initial engagement through order conversion.
- Maintain accurate customer, opportunity, pipeline, activity, and forecast information in the applicable CRM and business systems.
- Partner with Aftermarket Customer Service, Applications, Engineering, Warranty, Operations, Manufacturing, Supply Chain, Marketing, and regional sales teams to deliver on customer commitments.
- Monitor account results, pipeline health, conversion, and growth initiatives; communicate progress, risks, and required actions to Aftermarket leadership.
- Represent BAC at customer meetings, industry events, site visits, and account reviews while maintaining a consistent and professional commercial presence.
NATURE AND SCOPE
The Aftermarket Key Account Manager operates with a high degree of autonomy and accountability across a diverse portfolio of strategic channel and direct accounts. The role balances long-term market development with near-term opportunity conversion and requires effective coordination across sales, customer service, technical, operational, and manufacturing teams. The position has significant customer-facing responsibility and is expected to travel regularly to develop relationships, understand applications, support commercial execution, and identify growth opportunities across the Americas.
KNOWLEDGE & SKILLS
- Bachelor’s degree in Business, Marketing, Engineering, or a related field, or an equivalent combination of education and relevant experience.
- 5+ years of relevant experience within HVAC, refrigeration, industrial cooling, heat transfer, mechanical equipment, data centers, or a closely related industry.
- Sales, business development, strategic account management, or commercial leadership experience is strongly encouraged.
- Demonstrated ability to develop customer relationships, identify opportunities, build account plans, and drive opportunities through a structured sales process.
- Working knowledge of Aftermarket business models, including replacement parts, service, repair, upgrades, modernization, and installed-base growth.
- Strong commercial acumen with the ability to evaluate customer needs, competitive dynamics, value propositions, pricing considerations, and deal strategy.
- Mechanical and technical aptitude with the ability to learn BAC products, applications, and customer operating environments.
- Excellent written, verbal, presentation, negotiation, and executive communication skills.
- Strong analytical and organizational capabilities, including pipeline management, forecasting, prioritization, and follow-through.
- Proven ability to influence and align multiple stakeholder groups without direct authority.
- Self-directed, opportunity-focused, persistent, and comfortable working in a fast-paced environment with competing priorities.
- Proficiency with Microsoft Office tools and CRM systems; SAP knowledge is preferred.
KEY RELATIONSHIPS
- Strategic channel partners and assigned direct customers
- Market Leader, Aftermarket
- Aftermarket Customer Service and Inside Account teams
- Regional Sales and Representative Network
- Applications, Engineering, Warranty, Operations, Manufacturing, and Supply Chain
- Marketing, Product Management, and Business Development
WORKING CONDITIONS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Working conditions include those of a normal office and customer-site environment. This position requires occasional lifting of up to 10 lbs. Travel is expected based on account needs, customer visits, industry events, and business priorities.
BAC Hiring Compensation Range $98,400 - $168,900
BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.
BAC Employees are eligible to participate in an annual bonus incentive program.
