Key Account Manager - Supply High Growth Verticals

trane technologies•Chippewa Falls, WI

3d•Remote

About The Position

The Key Account Manager for High Growth Verticals is responsible for identifying, developing, and accelerating supply sales within three strategically prioritized vertical markets: Retail & National Service Providers, K–12 / Higher Education, and Industrial. These verticals represent an existing base of $100M–$150M in revenue influence and a significant untapped growth opportunity for the Supply Business Unit. This role is accountable for building the vertical-specific strategies, customer relationships, and commercial programs necessary to accelerate share growth and deliver sustained revenue and margin expansion.

Requirements

Each employee must have the ability to work in harmony with all members of the organization and display that ability on an ongoing, daily basis.
Bachelor’s degree in Business, Sales, Marketing, Supply Chain, or related field; equivalent experience will be considered
7–10+ years of experience in B2B sales, vertical market development, channel sales, or national account management
Experience selling into or managing accounts within Retail, Facilities/Education, or Industrial segments strongly preferred
HVAC supply sales or two-step distribution experience is a plus
Demonstrated success building and growing revenue within new or underdeveloped market segments
Strong financial acumen, including experience with pricing strategy, rebate programs, margin management, and ROI analysis
Experience leading Joint Business Planning (JBP) or strategic account planning with large, complex customers
Ability to influence cross-functional stakeholders without direct authority
Proficiency with CRM platforms (Salesforce preferred) for account strategy, pipeline management, forecasting, and performance reporting
Ability to understand the distinct buying behaviors, procurement cycles, and operational needs of Retail, Education, and Industrial customers
Ability to present and influence at multiple levels, from facilities managers to executive stakeholders, virtually and in person
Capacity to develop long-range growth plans while executing near-term account priorities
Strong working knowledge of Microsoft Office and Salesforce
Agility, self-motivation, entrepreneurial mindset, and resilience in navigating new market development
Ability to work effectively across diverse, cross-functional teams to achieve business results
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
Ability to write routine reports and correspondence.
Ability to speak effectively before groups of customers or employees of the organization.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to apply concepts of basic algebra and geometry.
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
Ability to deal with problems involving several concrete variables in standardized situations.
Valid Driver’s License
Proof of personal auto insurance
Must have private home office availability and reliable high-speed internet service

Nice To Haves

HVAC supply sales or two-step distribution experience is a plus

Responsibilities

Develop and execute dedicated national growth strategies for each high-growth vertical: Retail & National Service Providers, K–12 / Higher Education, and Industrial
Identify and prioritize target accounts within each vertical based on revenue potential, portfolio fit, and competitive landscape
Build vertical-specific value propositions that align Supply Business Unit capabilities to customer segment needs
Establish annual growth targets and key performance metrics aligned to Product Growth Team (PGT) priorities
Lead Joint Business Planning (JBP) processes with strategic vertical accounts to drive mutual accountability and share of wallet growth
Develop national account strategies for large-format retail chains and multi-site service providers; align supply programs and stocking strategies to support high-volume, multi-location fulfillment needs
Engage facilities management, purchasing departments, and approved vendor programs at school districts and universities; position Supply portfolios as the preferred source for HVAC parts, equipment, and lifecycle support
Target manufacturing plants, distribution centers, and industrial facilities with high HVAC maintenance demand; develop solutions-based approaches leveraging Day 2 lifecycle parts, controls, and airflow portfolios
Drive penetration across strategic PGT portfolios within vertical accounts, including Compressors, Motors, Airflow & Drives, Coils, Controls, Parts & Supplies, Airflow & IAQ, and Supply-only Equipment
Accelerate Day 2 lifecycle parts adoption within each vertical to improve portfolio mix and recurring revenue performance
Translate PGT initiatives and new product launches into vertical-specific customer execution plans
Partner with product management on vertical-relevant training, vendor participation programs, and supply product education
Design and communicate vertical-specific supply programs, including growth incentives, preseason promotions, and loyalty structures tailored to each segment
Partner with the pricing team to develop vertical pricing strategies that balance competitiveness with margin performance
Influence rebate structures and commercial guardrails to ensure profitable program execution
Monitor program effectiveness and recommend optimizations based on ROI and vertical performance analytics
Deliver revenue, gross margin, and operating income targets across all three high-growth verticals
Conduct weekly, monthly, quarterly, and annual revenue forecasting by vertical segment
Analyze account and vertical performance data to identify expansion opportunities, risks, and corrective actions
Deliver performance insights and strategic recommendations to Sales & Operations leadership
Represent High Growth Verticals in the Supply Business Unit Monthly Operating Review
Partner with Product Growth Teams (PGTs) to align vertical execution with national portfolio strategy
Collaborate with Finance, Pricing, Commercial Operations, and Integrated Supply Chain (ISC) to ensure operational alignment and governance
Serve as the Voice of Customer for vertical segment needs across internal projects, A-3s, and strategic initiatives
Interact with customer service, IT, Parts ID, PIM, and EDI teams to address vertical account requirements
Coordinate with IWD Regional General Managers (RGMs) and the Equipment team to align vertical growth strategies with broader channel initiatives
Ensure efficient resolution of distribution conflict issues within vertical accounts

Benefits

Health insurance
Holistic wellness programs with generous incentives
Family building benefits include fertility coverage and adoption/surrogacy assistance.
401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
15 vacation days
9 paid holidays
3 floating holidays
Sick leave
Additional options to support volunteer and parental leave.
Educational and training opportunities through company programs
Tuition assistance
Student debt support