Make your mark at the world's largest HVAC company
The Commercial Vertical Market Manager will lead a team within the assigned vertical market as part of the National Account team. Aggressively pursue potential customers that have national and/or global business that need commercial HVAC systems. Develop long-term relationships to leverage opportunity in pursuit of sales. Motivate, lead, and influence REPs/SSRs to grow business within the assigned vertical markets. Come be a part of an exciting journey at Daikin Applied, where innovation and excellence drive our every endeavor!
Location: Remote.
What you will do:
• Develop/drive business strategy plans for respective vertical market, including market trends, competitive threats, and organizational team requirements. Provide quarterly updates to the Director of National Accounts and executive staff as required.
• Evaluate national/global markets to determine applicable HVAC business opportunities within the assigned vertical market.
• Support and help drive solutions, offerings, and programs to support vertical market growth and consistency in the District office business.
• Help establish, support, and manage the delivery of commercialized vertical market offerings including benchmarking, tracking, developing growth strategies, and scaling vertical complex solutions.
• Work with the broader team to support the identification and delivery of vertical market positioning activities aligning with the overall Company marketing and communication efforts.
• Assess the needs of distribution and compare to the capabilities of existing tools and training, helping to define tool and training requirements for successful integration and support of vertical market offerings and programs.
• Work with Company Sales offices and the Rep organizations to focus efforts on increasing sales with national accounts customers.
• Lead monthly pipeline reviews with the internal team and Director of National Accounts.
• Identify and qualify potential new National Accounts using established criteria, making business case recommendations to pursue or abandon.
• Utilize the National Accounts Authorized REP driven account program, including regular reviews with the team and adherence to expectations.
• Support the organization, broader teams, and business development groups in training, mentoring, and coaching the field in the delivery of vertical market offerings and solutions.
• Provide direct management responsibility of assigned vertical market National Account Managers, Service Account Managers, and inside project engineers.
• Hire and train new talent as required to meet strategy, including providing business case justification for hiring requisitions.
• Identify, participate, and drive Daikin brand at key marketing events such as trade shows and networking events.
• Support the team through direct coaching and mentoring opportunities.
• Work with the leadership team to manage expectations and morale on the National Accounts team.
• Interface with leaders of major accounts and provide high-level support to customer needs while generating strategic initiatives in pursuing sales growth opportunities.
• Monitor competition's strategy to ensure that company's initiatives are competitive.
• Interface with the Director of National Accounts, Divisional Vice Presidents, and Regional General Managers in establishing strategic focus for growth and new business opportunities.
• Coordinate and manage all activity related to major global/national accounts business activity.
• Act as company interface with appropriate company functions/groups (Marketing, Engineering, Manufacturing, etc.) for all activity related to major accounts.
• Travel North America in the development of multi-national accounts and pursuit of other global account opportunities.
• Develop and maintain relationships with nationally known organizations and work with Regional Sales Managers in the development of regional relationships.
• Provide direction to company resources in support of major account initiatives.
• Remain diligent with accounts to ensure appropriate service and support is provided and prepared to react to business opportunities as they arise.
Minimum Qualification:
• Bachelor's Degree (Technical, Scientific, or Engineering)
• 10+ Years of related experience in HVAC sales/account management
• Professional Engineering certification preferred
LI-BB1
LI-remote
J-18808-Ljbffr
