Regional Account Manager

Northern Mid-Atlantic - South of Washington, DC

Description

SUMMARY:

We are looking for a motivated, results-driven Regional Account Manager to join our team. The Regional Account Manager owns American Refrigeration's customer relationships and revenue growth at facilities within an assigned territory. The role grows and supports profitable revenue across every line American Refrigeration sells: service and maintenance agreements, repairs, retrofit and replacement projects, new installations, compressor rebuilds, controls, and parts.

Each Regional Account Manager is paired with a territory's service team to identify, develop, and convert customer needs into quotes, orders, and long-term customer plans and relationships.

Key responsibilities Grow the territory

• Deliver revenue, gross margin, and growth targets for the territory.
• Expand existing accounts by activating additional facilities, systems, and revenue lines, and develop new customers within the territory.
• Build and maintain relationships with plant, maintenance, engineering, operations, and procurement leaders.
• Conduct site visits and needs assessments to identify opportunities and define customer requirements.

Convert field opportunities

• Partner with the territory's service manager and technicians to convert service recommendations into quotes and decisions quickly.
• Grow and renew maintenance agreements, and use them to build repair, retrofit, and replacement plans with each customer.
• Prepare service, repair, and parts quotes; define scope for larger projects and controls work and route it to sales engineering for estimating and proposals.
• Account for site safety conditions, access requirements, and refrigerant hazards when defining scope and pricing, working with the safety team as needed.
• Present proposals, follow up on every open quote until it reaches a decision, and negotiate within company pricing, margin, and approval guidelines.

Keep and manage customers

• Review account revenue against prior year, identify the cause of any decline, and lead the recovery plan.
• Maintain account plans for priority customers covering equipment condition, capital needs, and growth opportunities.
• Coordinate handoffs to service, project management, and parts, and stay engaged in customer communication and issue resolution after the sale.

Run the business

• Maintain an accurate pipeline with current stages, next actions, and expected close dates.
• Provide regular forecasts and performance updates to sales leadership.
• Follow OSHA, EPA, and IIAR requirements and all company and customer site safety policies.

Requirements Qualifications

• 3+ years of industrial or technical sales or account management experience, with a record of meeting sales goals.
• Working knowledge of industrial refrigeration systems, including ammonia, CO2, and synthetic refrigerants.
• Comfort selling to plant, maintenance, and operations leaders, and credibility with technicians and field teams.
• Ability to manage a pipeline, prioritize opportunities, and keep accurate account records and forecasts.
• Strong communication, negotiation, and presentation skills with technical and nontechnical audiences.
• Proficiency with CRM and field-service platforms and Microsoft Office.
• Valid driver's license and clean driving record; ability to travel approximately 50%.

Preferred

• Experience in industrial refrigeration (ammonia or CO2), cold storage, or food and beverage processing.
• Experience growing recurring service agreements and aftermarket revenue.
• Bachelor's degree in business, engineering, industrial technology, or a related field.

Compensation and benefits

• Competitive base salary plus performance-based incentive
• Health, dental, and vision insurance; life, AD&D, and long-term disability coverage; HSA availability
• 401(k) with company match
• Paid time off and holidays
• Ongoing training and professional development