Senior Key Account Manager, Chiller

Mitsubishi Heavy Industries, Ltd.•Carrollton, TX

31d•Hybrid

About The Position

Mitsubishi Heavy Industries America, Inc. (MHIA) is looking for a Senior Key Account Manager, Chillers to join their team. This is a hybrid/remote role based out of their Carrollton, TX Office. For over 130 years, Mitsubishi Heavy Industries (MHI) Group’s innovative and integrated solutions have demonstrated their commitment to creating a positive social impact around the globe. Their range of products and services is tailored to meet customers’ evolving needs across the commercial aviation, energy, transportation and infrastructure, machinery, defense, and space systems sectors. Their culture embraces diversity and cooperation, and they promote a healthy balance of professional and personal development, ensuring that your ideas and expertise are valued and respected.

Requirements

Bachelor’s degree in business, engineering, or related discipline.
Minimum fifteen (15) years of experience in strategic sales or business development within HVAC, industrial cooling, or mission-critical infrastructure.
Proven track record of securing large-scale projects and building long-term partnerships with major industrial and mission-critical clients.
Strong technical understanding of centrifugal chillers, industrial cooling systems, and customer engineering requirements.
Outstanding negotiation and consultative selling skills, capable of differentiating value beyond price competition.
Established professional network within the HVAC and industrial cooling ecosystem.
Strong analytical and communication skills for delivering market insights, competitive analysis, and compelling presentations.
Demonstrated ability to collaborate with cross-functional and cross-cultural teams, including Japan-based engineers and product leaders.
Highly self-driven, results-oriented, resilient, and adaptable to competitive and fast-changing environments.
Willingness and ability to travel domestically and internationally.
Strong commitment to compliance, ethics, and regulatory standards.

Nice To Haves

Master’s degree in business administration or engineering.
10+ years of experience in data center cooling solutions sales.
Experience contributing to product customization and new product development initiatives.
Deep knowledge of North American HVAC regulations, energy efficiency standards, refrigerant trends, and ASHRAE guidelines.
Leadership experience mentoring junior staff and promoting cross‑organizational understanding.
Professional certifications such as ASHRAE membership, PMP, or equivalent.
Proficiency in CRM tools and sales analytics platforms.
Native-level English proficiency; Japanese language skills are a plus.

Responsibilities

Lead the strategic expansion of MHIA-DCEM’s centrifugal chiller and advanced cooling solutions in North America, securing early landmark projects.
Identify, develop, manage, and grow key account relationships with senior decision-makers, influencers, and engineering stakeholders across target industries, serving as the primary point of contact for major clients.
Compete effectively in a market through differentiated value propositions and technically robust solutions.
Conduct detailed customer needs analysis and competitive assessments to develop tailored proposals and impactful presentations.
Collaborate with engineering teams and Japan HQ to co-develop customized solutions for client requirements and provide market insights for future product roadmap planning.
Prepare and deliver proposals, RFP responses, technical evaluations, and contract negotiations to secure long-term agreements.
Drive customer satisfaction through proactive communication, issue resolution, and long-term partnership cultivation.
Represent MHIA-DCEM at industry events, trade shows, and client meetings to strengthen brand visibility and market presence.
Promote sustainability, support talent development, and contribute to a collaborative and inclusive organizational culture.
Maintain accurate sales forecasts, pipeline reports, and CRM data.
Consistently achieve or exceed sales targets, revenue goals, and profitability objectives.
This list of responsibilities is not all-inclusive, and an employee may be required to perform other relevant duties as assigned.