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National Account Manager-Data Centers

3 months ago

Brockton, Massachusetts, United States Daikin Applied Full time

Make Your Mark at the World's Largest HVAC Company

Why You'll Love Working for Daikin:

  • We're a group who operates with a people-centered mindset, believing in the unlimited potential of each employee, with a goal of driving our company to its fullest potential.
  • Our goal is to "Perfecting the Air We Share". We do this through cutting edge innovation & sustainability efforts while meeting the HVAC needs of thousands of customers - expanding over 160 countries
  • Our culture is unrivaled. Daikin operates under 8 Core Values which are embedded into every aspect of our business. It's through these values that we continuously strive to build a place where everyone can be authentic, feel valued and heard, and have a sense of purpose and belonging.

The National Accounts Manager will be responsible for managing relationships, driving assigned sustained repeat sales, and driving incremental sales with assigned established accounts. In this critical role, you will work to expand and develop relationships with account key decision-makers and influencers to strengthen Daikin's position within the account. You will motivate, lead, and influence relevant REPs and coordinate with relevant solutions, business development and sales teams.

A Day in the Life:

  • Maintain and deepen established decision-maker/influencer relationships in accounts assigned to NAM in coordination with/through assigned sales representative.
  • Develop, establish additional decision-maker/influencer relationships in accounts assigned to NAM in coordination with/through assigned sales representative.
  • For accounts assigned to NAM, coordinate/facilitate resolving account issues, problems, requests identified by NAM, or presented by customer or others, by working cross-functionally with Daikin teams and assigned sales rep.
  • Present and drive solutions, offerings, and programs to assigned accounts in coordination with/through assigned rep.
  • Work with Company Sales offices and the Rep organizations to focus efforts on sustaining repeat sales and increasing sales to assigned accounts in coordination with/through assigned sales rep.
  • Actively manage pipeline aligned to team process and participate in scheduled pipeline reviews with data center vertical leader.
  • Identify account and market trends, new needs, opportunities, insights and communicate these to vertical market leader and to relevant solution leaders.
  • Utilize the National Accounts Authorized REP national accounts program, including schedule and coordinating periodic account reviews with team and adherence to program expectations. Make recommendations for continual improvements to how Daikin best serves the customers and improvements to the program.
  • Support the organization, broader teams, and business development groups in training, mentoring, and coaching the field in the delivery of data center offerings and solutions.
  • Identify, participate, and drive Daikin brand at key marketing events such as trade shows, networking events. Work closely with marketing to leverage resource and seek deeper participation such as speaker events, publishing opportunities.
  • Team with data center solution development manager, data center order delivery manager, other Daikin teams, and assigned sales rep to create solutions specific to assigned account needs.
  • Operate under general direction from data center vertical leader.
  • Coordinate and manage all activity related to assigned account business activity, e.g., Meetings, visits, legal matters, etc.
  • Act as company interface with appropriate company functions/groups (Marketing, Engineering, Manufacturing, etc.) for all activity related to assigned accounts.
  • Travel North America in support and expansion of assigned pan-regional national accounts.
  • Develop and maintain relationships with nationally known data center organizations and work with Regional Sales Managers in the development of regional relationships.
  • Provide direction to company resources in support of assigned accounts.
  • Remain diligent with assigned accounts to ensure that appropriate service and support is being provided as well as is prepared to react to other business opportunities as they arise from the account or account affiliates.

Minimum Qualifications:

  • Bachelor's Degree (Technical, Scientific, Engineering, or Business)
  • 7+ years related experience in HVAC sales or equivalent combination of education and experience.

Preferred Knowledge and Skills:

  • Major pan-regional/national account management experience.
  • Data center industry sales/application experience.
Equal Opportunity Employment: It is the policy of Daikin Applied to provide equal employment opportunity (EEO) to all persons regardless of race, creed, color, religion, gender, gender identification, sexual orientation, age, national origin, disability, protected veteran status, genetic information, marital status, membership or activity in a local commission, or any other characteristic protected by federal, state or local law.