Key Account Manager - Supply High Growth Verticals (Remote)

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Where is the work:

Virtual

What's in it for you:

The Key Account Manager for High Growth Verticals is responsible for identifying, developing, and accelerating supply sales within three strategically prioritized vertical markets: Retail & National Service Providers, K–12 / Higher Education, and Industrial. These verticals represent an existing base of $100M–$150M in revenue influence and a significant untapped growth opportunity for the Supply Business Unit.

This role is accountable for building the vertical-specific strategies, customer relationships, and commercial programs necessary to accelerate share growth and deliver sustained revenue and margin expansion.

What you will do:

Other duties may be assigned.

Vertical Growth Strategy & Market Development

• Develop and execute dedicated national growth strategies for each high-growth vertical: Retail & National Service Providers, K–12 / Higher Education, and Industrial
• Identify and prioritize target accounts within each vertical based on revenue potential, portfolio fit, and competitive landscape
• Build vertical-specific value propositions that align Supply Business Unit capabilities to customer segment needs
• Establish annual growth targets and key performance metrics aligned to Product Growth Team (PGT) priorities
• Lead Joint Business Planning (JBP) processes with strategic vertical accounts to drive mutual accountability and share of wallet growth

Vertical Segment Focus Areas

• Retail & National Service Providers: Develop national account strategies for large-format retail chains and multi-site service providers; align supply programs and stocking strategies to support high-volume, multi-location fulfillment needs
• K–12 / Higher Education: Engage facilities management, purchasing departments, and approved vendor programs at school districts and universities; position Supply portfolios as the preferred source for HVAC parts, equipment, and lifecycle support
• Industrial: Target manufacturing plants, distribution centers, and industrial facilities with high HVAC maintenance demand; develop solutions-based approaches leveraging Day 2 lifecycle parts, controls, and airflow portfolios

Portfolio Penetration & Lifecycle Acceleration

• Drive penetration across strategic PGT portfolios within vertical accounts, including Compressors, Motors, Airflow & Drives, Coils, Controls, Parts & Supplies, Airflow & IAQ, and Supply-only Equipment
• Accelerate Day 2 lifecycle parts adoption within each vertical to improve portfolio mix and recurring revenue performance
• Translate PGT initiatives and new product launches into vertical-specific customer execution plans
• Partner with product management on vertical-relevant training, vendor participation programs, and supply product education

Commercial Programs, Pricing & Margin Discipline

• Design and communicate vertical-specific supply programs, including growth incentives, preseason promotions, and loyalty structures tailored to each segment
• Partner with the pricing team to develop vertical pricing strategies that balance competitiveness with margin performance
• Influence rebate structures and commercial guardrails to ensure profitable program execution
• Monitor program effectiveness and recommend optimizations based on ROI and vertical performance analytics

Financial Performance & Forecasting

• Deliver revenue, gross margin, and operating income targets across all three high-growth verticals
• Conduct weekly, monthly, quarterly, and annual revenue forecasting by vertical segment
• Analyze account and vertical performance data to identify expansion opportunities, risks, and corrective actions
• Deliver performance insights and strategic recommendations to Sales & Operations leadership
• Represent High Growth Verticals in the Supply Business Unit Monthly Operating Review

Cross-Functional Collaboration & Customer Advocacy

• Partner with Product Growth Teams (PGTs) to align vertical execution with national portfolio strategy
• Collaborate with Finance, Pricing, Commercial Operations, and Integrated Supply Chain (ISC) to ensure operational alignment and governance
• Serve as the Voice of Customer for vertical segment needs across internal projects, A-3s, and strategic initiatives
• Interact with customer service, IT, Parts ID, PIM, and EDI teams to address vertical account requirements
• Coordinate with IWD Regional General Managers (RGMs) and the Equipment team to align vertical growth strategies with broader channel initiatives
• Ensure efficient resolution of distribution conflict issues within vertical accounts

What you will bring:

Each employee must have the ability to work in harmony with all members of the organization and display that ability on an ongoing, daily basis. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• Bachelor's degree in Business, Sales, Marketing, Supply Chain, or related field; equivalent experience will be considered
• 7–10+ years of experience in B2B sales, vertical market development, channel sales, or national account management
• Experience selling into or managing accounts within Retail, Facilities/Education, or Industrial segments strongly preferred
• HVAC supply sales or two-step distribution experience is a plus
• Demonstrated success building and growing revenue within new or underdeveloped market segments
• Strong financial acumen, including experience with pricing strategy, rebate programs, margin management, and ROI analysis
• Experience leading Joint Business Planning (JBP) or strategic account planning with large, complex customers
• Ability to influence cross-functional stakeholders without direct authority
• Proficiency with CRM platforms (Salesforce preferred) for account strategy, pipeline management, forecasting, and performance reporting

Skills & Competencies

• Vertical Market Expertise: Ability to understand the distinct buying behaviors, procurement cycles, and operational needs of Retail, Education, and Industrial customers
• Effective Communication: Ability to present and influence at multiple levels, from facilities managers to executive stakeholders, virtually and in person
• Strategic Thinking: Capacity to develop long-range growth plans while executing near-term account priorities
• Technical Proficiency: Strong working knowledge of Microsoft Office and Salesforce
• Personal Attributes: Agility, self-motivation, entrepreneurial mindset, and resilience in navigating new market development
• Team Collaboration: Ability to work effectively across diverse, cross-functional teams to achieve business results

Language Skills

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Certificates, Licenses, Registrations

• Valid Driver's License
• Proof of personal auto insurance

Work Location & Travel

• Must have private home office availability and reliable high-speed internet service
• Ability to travel up to 30%

PHYSICAL DEMANDS

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.

While performing the duties of this job, the employee is required