Key Account Manager - Data Center - Baltimore Aircoil Company

ABOUT US

For more than 80 years, Baltimore Aircoil Company (BAC) has been leading the HVAC, Industrial and Refrigeration industries in developing and implementing customized cooling solutions that provide substantial energy savings for customers and conserve the most precious resources on the planet. Wherever people live, work, play or learn, Baltimore Aircoil Company is there. BAC makes custom-specific evaporative cooling solutions to maximize energy efficiency for HVAC, Industrial, and Refrigeration marketplaces. 

POSITION PURPOSE

The  Key Account Manager, Data Centers will be a key commercial and technical leader for our global data center business, a strategically important, and fast-growing market for BAC. Through focusing on data center market development and building strategic partnerships, the Key Account Manager, will be responsible for developing new customer and partnership opportunities for the data center cooling market, building a robust customer pipeline.  They will work closely across all BAC regions and 3rd party consultants and will report to the Global Business Development Leader – Data Center

Leading this important growth initiative will require you to bring industry-leading expertise and best practices that are biased toward customer solutions and satisfaction. Our ideal candidate will be trusted to dive right in, take the lead, use initiative, and help accelerate our growth by building a comprehensive and actionable business plan for new and adjacent markets within the data center business. The desired candidate will be highly skilled with technical product applications knowledge, as well as network effectively, using internal and external resources to value sell, maintaining and developing customer relationships at multiple levels.  They will also be able to communicate internally and externally at a technical level.  The ideal candidate will have experience and contacts with key leaders in the Data Center Industry and will join a team of like-minded go-getters to achieve our company vision of “Reinventing cooling to sustain the world.” We seek an experienced leader who will courageously and consistently demonstrate our core values: courage, innovation, responsibility, and trust.

PRINCIPAL ACCOUNTABILITIES

• Drive profitable growth of BAC’s data center business in both existing, adjacent, and developing markets. 
• Deliver technical presentations to targeted customers or influencers, highlighting the advantages of BAC’s system design expertise and product portfolio.  Communicate TCO to customers at the system level.
• Work hand in hand with customers to customize technical solutions to deliver outstanding customer outcomes.  Complete customer bid packages successfully landing new business for BAC.
• Effectively network with existing regional leadership teams, including direct sales/channel partners, business development resources, and operations teams to enhance the execution of the data center segment.
• Implement Key Account Management practices for specific Global Cloud Providers with operations and facilities all over the world
• Organize global account strategies/activities for these key account targets to increase our market share within key account targets.
• Develop detailed key account plans documenting our knowledge of the customer, key relationships / targets and our strategy to increase market share. 
• Implement a global sales strategy with appropriate KPIs (sales coverage rate, product coverage rate, hit rate, pipeline value, etc.) to track progress versus objectives.
• Develop proposals and presentations for new business materials to create and nurture business opportunities and partnerships.
• Provide industry feedback around trends and customer needs to executive leadership, as well as updates on competitive offerings, and generate business development ideas.
• Identifying megatrends and other important macro factors that could shape and impact the Data Center economy to strategically position BAC to be a leader in the industry.

REQUIRED KNOWLEDGE & SKILLS

• Bachelor’s Mechanical degree required, advanced engineering degree strongly preferred
• Knowledge of data center design, engineering, and operations of common infrastructure. Stay up to date on knowledge of the entire cooling system, not just BAC’s components. 
• Ability to express technical and non-technical concepts and solutions clearly and concisely
• Ability to influence others in the organization with no direct reporting relationship
• Ability to articulate a strong value proposition at both the executive level and at the engineering level.

• Strong business acumen
• Demonstrated experience in global matrix organizations
• Must have strong Microsoft Office Suite experience (Excel, PowerPoint, etc.) and collaboration tool experience (Teams, Zoom, Mural, Miro, etc.)
• Lead by example and model behaviors that are consistent with BAC’s core values: trust, innovation, courage, and responsibility
• Foster a culture of collaboration and teamwork locally, regionally, and internationally

KEY RELATIONSHIPS

• Global High Growth Verticals team
• Regional Sales Leaders
• Internal Engineering and Innovation Teams
• 3^rd party consultants

COMMUNICATION AND REASONING ABILITY

• Ability to comprehend, analyze, and interpret complex business documents.
• Demonstrate a sense of urgency in responding effectively to sensitive issues.
• Ability to make effective and persuasive presentations on complex topics to diverse audiences.
• Ability to motivate and negotiate effectively with multiple stakeholder groups to take the desired action.
• Ability to solve advanced problems and deal with a variety of options in complex situations.
• Expert-level analytical and quantitative skills with proven experience in developing strategic solutions for a growing matrix and multi-industry organizational environment.

BAC Hiring Compensation Range $116,000-$200,000

BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.  

BAC Employees are eligible to participate in an annual bonus incentive program.

TRAVEL:

 Approximately 40%; domestic and international

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)