Key Account Manager – Residential HVAC, District Heating
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Job Description
Key Account Manager growing IMI Climate Control’s residential HVAC and district-heating business in the Czech Republic. Managing strategic accounts, technical specifications, and sales conversion.
Responsibilities:
- Develop and grow IMI Climate Control’s residential-market business in the Czech Republic
- Develop and manage relationships with housing associations, district heating operators, residential developers, property management companies, and key installation contractors
- Build long-term partnerships with decision-makers and technical stakeholders
- Create and implement account development plans for strategic customers
- Identify renovation, modernization, energy-efficiency, sustainability, decarbonization, and energy-saving opportunities
- Deliver agreed sales and profitability targets
- Drive specification and adoption of IMI Climate Control solutions in residential developments and district heating projects
- Identify new project opportunities and convert them into sales
- Promote balancing and control valves, thermostatic solutions, pressure maintenance, water quality, and district heating applications
- Own opportunities from identification through technical solution development, quotation, commercial negotiation, and sales conversion
- Develop pilot projects and replicable solutions across customer building portfolios
- Monitor legislation, energy-efficiency initiatives, renovation programs, and district-heating trends
- Provide market intelligence and competitor insights to management
- Deliver technical presentations and product training to customers and partners
- Support consultants and contractors during project design and specification
- Consult the Technical Manager on technical solutions, commercial strategy, and key project decisions
- Advise customers on hydronic-system optimization and energy-efficiency improvements
- Collaborate with Technical Support, Customer Service, Marketing, Product Management, and Regional Sales teams
- Maintain accurate CRM records, project pipelines, and sales forecasts
- Support local and regional business initiatives
- Achieve revenue, margin, strategic-account growth, project-specification, new-business, retention, satisfaction, and market-share targets
Requirements:
- Secondary or higher education in a technical, HVAC, energy, building services, business, or related field
- Relevant experience in sales, account management, business development, HVAC, energy, or building services
- Experience developing customer relationships and new business opportunities
- HVAC or district heating background is an advantage
- Experience with housing associations, district heating operators, utilities, developers, or installation companies is an advantage
- Basic understanding of HVAC or building services systems and willingness to develop further technical knowledge
- Strong commercial and communication skills
- Ability to communicate with both technical and business stakeholders
- Good presentation and relationship-building skills
- Basic knowledge of CRM systems and Microsoft Office
- Fluent Czech and working knowledge of English
- Customer focus, commercial mindset, results orientation, relationship management, technical curiosity, strategic thinking, self-motivation and accountability, project ownership, ability to work independently, and technical sales capability
- Regular travel throughout the Czech Republic
- Occasional international travel for training, customer visits, and regional meetings
- Legally authorised to work in the country of application
Benefits:
- Fully remote work arrangement
- Full-time employment
- Training opportunities
- International customer visits and regional meetings
- Technical and professional development through exposure to HVAC, energy efficiency, and hydronic solutions
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