Aftermarket Key Account Manager

POSITION PURPOSE

The Aftermarket Key Account Manager is responsible for driving profitable Aftermarket growth across strategic channel partners and direct end-user accounts.

This role will develop and execute account initiatives for strategic customers while expanding BAC’s direct-account presence in priority applications including data centers and commercial refrigeration.

The position will entail support on the HVAC, refrigeration, industrial, and data center markets, connecting customer needs with BAC’s parts, service, replacement, upgrade, and lifecycle solutions.

The Key Account Manager will serve as the commercial owner for assigned accounts, build relationships across customer organizations, create a qualified growth pipeline, and coordinate internal resources to convert opportunities into sustainable revenue.

This position reports to the Market Leader, Aftermarket.

 

PRINCIPAL ACCOUNTABILITIES


* Own the growth strategy, account plan, pipeline, and commercial performance for assigned strategic and direct accounts.


* Develop and expand partnerships with strategic accounts, including joint growth plans, market coverage, opportunity identification, and execution priorities.


* Build BAC’s direct-account Aftermarket presence with data centers, commercial refrigeration operators, industrial facilities, and other priority end users.


* Identify installed-base opportunities for replacement parts, repairs, upgrades, modernization, service, and lifecycle support.


* Establish clear account segmentation, opportunity priorities, revenue objectives, and activity plans aligned with the Aftermarket sales plan.


* Build strong relationships with customer executives, purchasing teams, facility leaders, contractors, engineers, technicians, and other decision-makers and influencers.


* Serve as the primary commercial point of contact for assigned accounts and coordinate technical, operational, and customer-service support across BAC.


* Translate Voice of the Customer insights, competitive activity, and market trends into actionable growth initiatives and portfolio recommendations.


* Develop account-specific value propositions and commercial solutions that improve equipment reliability, lifecycle performance, speed, and customer outcomes.


* Lead opportunity qualification, proposal strategy, pricing coordination, negotiations, and follow-through from initial engagement through order conversion.


* Maintain accurate customer, opportunity, pipeline, activity, and forecast information in the applicable CRM and business systems.


* Partner with Aftermarket Customer Service, Applications, Engineering, Warranty, Operations, Manufacturing, Supply Chain, Marketing, and regional sales teams to deliver on customer commitments.


* Monitor account results, pipeline health, conversion, and growth initiatives; communicate progress, risks, and required actions to Aftermarket leadership.


* Represent B...