Key Account Manager – HVAC/R
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Job Description
HVAC/R Key Account Manager leading strategic commercial relationships for Littelfuse. Driving revenue growth and expanding product penetration across major OEMs and distribution partners.
Responsibilities:
- Develop and execute strategic account plans to grow revenue, share of wallet, and multi-product adoption across assigned HVAC/R accounts
- Identify new opportunities within OEM product roadmaps, including motor control, compressors, inverters, heat pumps, drives, controls, and refrigeration systems
- Expand Littelfuse’s presence by introducing new product platforms and cross-selling relevant technologies
- Build and nurture long-term relationships with engineering, procurement, program management, and leadership stakeholders
- Serve as the primary commercial point of contact for assigned accounts, ensuring satisfaction, responsiveness, and high-quality engagement
- Facilitate technical collaboration between customers and Littelfuse Engineering, Field Applications, Quality, and Product Management teams
- Maintain strong knowledge of HVAC/R system architecture, including compressors, fan motors, power conversion, electronics, control boards, and refrigerant safety standards
- Translate customer challenges into actionable technical solutions using Littelfuse’s product portfolio (fuses, relays, sensors, surge protection, power semiconductors, controllers, etc.)
- Participate in design reviews, product evaluations, and new-platform development cycles
- Develop and manage a robust opportunity pipeline aligned with strategic growth initiatives
- Provide accurate forecasting, revenue tracking, and competitive insights to commercial leadership
- Monitor customer trends, regulatory shifts (UL, IEC, ASHRAE), and market dynamics affecting HVAC/R technologies
- Work closely with Marketing & Product Management to influence product roadmaps, value propositions, and go-to-market strategies
- Support contract negotiations, pricing strategies, and business cases for major opportunities
Requirements:
- Bachelor’s degree in Engineering, Business, or related technical field
- 5+ years of experience in OEM sales, Key Account Management, or Business Development
- Strong understanding of HVAC/R systems, components, or power electronics
- Proven ability to manage complex, multi-stakeholder customer relationships
- Excellent communication, presentation, and negotiation skills
- Ability to travel as required to support customer engagements
Benefits:
- Competitive compensation and benefits
- Performance-based incentives
- Flexible work arrangements
- Development opportunities
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