Key Account Manager – Residential Buildings

This is a fully remote position, open to applicants in Netherlands.

📋 Description

• Strategically oversee, cultivate, and enhance customer relationships and contracts within the Residential Buildings sector.

• Drive sustainable revenue and profit growth while reinforcing IMI’s market presence.

• Maintain current customer relationships alongside the development of new business opportunities.

• Identify commercial prospects and convert them into actionable sales and growth strategies.

• Pursue acquisition, cross-selling, deep-selling, and up-selling across the entire IMI portfolio.

• Establish and nurture relationships with wholesalers, purchasing organizations, installers, housing associations, and energy consultants.

• Initiate, coordinate, and support customer events, training sessions, webinars, market introductions, joint marketing campaigns, and value propositions.

• Develop and implement strategic regional, account, and growth plans.

• Monitor market demands, technological advancements, trends, legislation, and regulations.

• Convert market and customer insights into relevant propositions and solutions.

• Initiate and coordinate commercial initiatives across both push and pull customer strategies.

• Drive sales for Heimeier, TA, and Pneumatex brands.

• Oversee existing contracts and establish new agreements as necessary.

• Prepare for and conduct negotiations with customers.

• Document sales activities, customer interactions, and agreements in the CRM system.

• Respond to market dynamics, competitive movements, economic shifts, legislative changes, and government policies.

• Assist in the onboarding process for new colleagues.

• Analyze results, implement corrective measures, and periodically refine regional plans.

• Report directly to the Head of Sales.

• Participate in relevant international working groups.

⛳️ Requirements

• Profound understanding of the Residential Buildings market and HVAC industry.

• Capability to strategically manage, develop, and expand customer relationships and contracts.

• Skill in identifying commercial opportunities and formulating sales and growth strategies.

• Experience in acquisition, cross-selling, deep-selling, and up-selling.

• Ability to build and sustain relationships throughout the value chain, including wholesalers, purchasing organizations, installers, housing associations, and energy consultants.

• Competence in developing and executing commercial, marketing, and market development activities.

• Proficiency in monitoring and analyzing customer needs, technological advancements, trends, legislation, and regulations.

• Ability to prepare, execute, and adjust account, growth, and regional plans effectively.

• Negotiation skills with wholesalers, OEMs, purchasing organizations, and other strategically significant customers.

• Proficiency in CRM systems for documenting sales activities, customer interactions, and commercial agreements.

• Willingness to participate in seminars, networking events, receptions, and trade fairs.

• Capability to provide professional product training and guidance.

• Ability to analyze outcomes and implement corrective actions as needed.

• Commitment to contributing to a safe and healthy working environment.

• Ability to operate within IMI’s commercial, legal, purchasing, and authorization frameworks.

🏝️ Benefits

• Full-time employment.

• Fully remote work arrangement.