UPG Account Manager

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As an Account Manager, you will achieve significant growth by driving the business development and channel expansion of independent distribution partners that allow Johnson Controls, Ducted Systems to achieve sales, margin, and market share goals consistent with the strategic plan.

Job Responsibilities

• Meet or exceed the DS Parts AOP for sales, margin, and market share goals for the DS Parts (Source 1) channel within a predefined geographic territory.

• Maintain relationships with existing customers in the channel and further develop and identify new business opportunities with these partners which include independent distributors, factory owned distribution, and factory owned service outlets.

• Effectively plan, develop, negotiate and increase revenue, profitability, and market share targets assigned. This includes setting performance goals and running account plans by distributors. Use Sales & CRM tools (ie: Salesforce, Logility, Power BI) to develop and drive strategic direction within assigned accounts to implement and manage performance.

• Collaborate with channel partners to develop sales programs to effectively utilize market development funds to meet sales AOP. Provide monthly product forecasts to enable supply chain and production efficiencies.

• Apply the distribution scorecard to facilitate performance expectations customer principals on a quarterly basis and implement performance management activities as needed.

• Collaborates with internal resources using a consultative selling approach to determine customer needs, develop support plans, and implement programs that provide a range of customer service offerings to develop and grow distributors to meet profitability targets.

• Be the main conduit of Voice of the Customer and other market intelligence to Ducted Systems Parts Channel management to drive channel sales, operational and product strategies.

Required Qualifications:

• High School Diploma or equivalent
• 5+ years of HVAC/R experience
• Experience working with distributors/contractors (two step distribution model)
• Ability to travel at least 75% in both US and Canada

Preferred Qualifications:

• Bachelor’s degree in Engineering, Business, or Marketing.
• Strong proficiency in business writing, verbal communication, and negotiation.
• Skilled in using Windows operating systems and Microsoft Office applications.
• Proven ability to lead teams and manage projects effectively in fast-paced, dynamic environments.
• Demonstrated capability to prioritize and manage critical tasks efficiently.
• Excellent organizational and professional communication skills.