Key Account Manager
Job Number: 6406
External Description:
Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.
Edwards, a global leader in fire alarm, mass notification, and hazard warning system solutions, is seeking a Key Accounts Manager (KAM) to grow key client North America sales and solutions within the Industrial Manufacturing, Distribution, and Retail sectors. As part of the Carrier Fire & Security, HVAC, and Refrigeration company (Ticker: CARR), Edwards leverages a seasoned authorized Value-Added Reseller (VAR) network.
Kidde is one of the world’s largest manufacturers of fire safety products. Each day, we work to expand upon our legacy of innovation, providing advanced solutions to protect people and property from fire and related hazards.
About this role
The Key Account Manager (KAM) - Industrial Manufacturing, Distribution, and Retail will be instrumental in driving incremental sales of key clients (mainly Walmart) through the Edwards and Kidde Commercial channel partner networks, achieving an annual Sales target by developing, implementing, and executing Strategic Account plans targeting all sales opportunities with our strategic client Walmart.
This remote field position is open to candidates living in either Arkansas, Oklahoma, or Missouri.
We value our people and offer an extensive benefits package, with financial rewards including health insurance, a retirement savings plan, and also lifestyle support with flexible working and parental leave. Plus, we’ll support your growth with paid-for external training programs and courses.
Key Responsibilities
- Maintain and develop relationships with key client organizations that are responsible for fire & life safety decisions on facility protection, meet the required life safety requirements, and maintained
- Identify and work with decision makers at multiple levels spanning project design and construction teams to best position Edwards/Kidde Commercial solutions for both new construction and replacement projects
- Act as a trusted advisor to these key decision-makers for all projects
- Partner with the Strategic Account Manager involved in the industrial manufacturing, distribution, and retail vertical segment to increase Edwards/Kidde Commercial market presence within existing and future strategic accounts
- Develop a strategic account plan, create a clear and deep understanding of the client’s business goals and objectives, buying criteria, and definition of value
- Coordinate and lead the development of Statements of Work for design, installation, and service that is delivered by the Edwards / Kidde Commercial Professional Services & Solution (PSS) team, which are tailored to strategic clients, engineers, and partners
- Craft and manage RFPs, lead Pre-Bid Meetings, and forecast project pipelines for clients directly or indirectly contracted with Edwards / Kidde Commercial channel partners for project execution
- Coordinate with Edwards / Kidde Commercial channel managers and authorized partners for targeted project strategies
- Conduct needs assessments, lead system/product solution concepts with internal teams to ensure solutions meet and/or exceed clients’ needs, deliver specifications and presentations, and engage internal and external resources to facilitate sales.
- Ensure seamless project execution and client satisfaction by maintaining communication with client stakeholders and the local Edwards / Kidde Commercial team members (channel manager, partner, and/or PSS)
- Build and maintain a professional network to support sales targets and stay current on industry trends
- Resolve issues and challenges that may arise during client engagement
Basic Qualifications
- Post-secondary diploma or associate degree
- 3 + years of experience in system or solution sales
- Travel 75% within the USA
Preferred Qualifications
- Bachelor’s Degree/ Associate Bachelor’s Degree/ Trade
- Experience in system/solution sales, with Fire Alarm, security, building automation and Emergency Call Equipment
- Proficiency in CRM software and Microsoft Office Suites, webinar tools i.e. Zoom, MS Teams
- Success in consultative selling roles
- Ability to uncover and develop relationships from C-suite to site level leaders within an end client organization and determining the decision makers and influencers within the organization
- Strategic thinking and problem-solving abilities
- Strong interpersonal and English communication (verbal and written) skills
- Capability to work effectively across all organizational levels and manage multiple priorities
RSRCAR
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Job Number: 30160958
Community / Marketing Title: Key Account Manager
Location_formattedLocationLong: Arkansas, US