Key Account Manager (Cooling)

The ideal candidate will be a strategic and proactive sales professional with a strong track record in meeting sales targets. Driving sales in major Cooling and Building Technology projects by identifying local market trends and engaging with key stakeholders to generate leads.

He/she will be a passionate, self-motivated, and detail-oriented team player who is committed to the success of our customers, focusing on growing and developing existing clients, as well as generating new business by identifying, implementing and executing new strategies

Responsibilities

Project Management and Coordination

• Oversee large projects from planning through tendering and awarding to execution, in collaboration with Sales and Technical teams
• Coordinate and map projects in MS Dynamics as sales opportunities, following defined process principles

Research and Market Engagement

• Conduct research on opportunities in the Cooling and Building Technology segments using platforms like BCI
• Reach out to relevant stakeholders to open opportunities for Sales Engineers to engage with customers.
• Identify and forecast sales potential for the cooling market in the IS and BT segments
• Monitor and evaluate the development and behavior of key players, translating insights into marketing strategies and tangible sales.

Stakeholder and Relationship Management

• Identify key stakeholders in the cooling segment, such as consultants, owners, and main contractors
• Work with these stakeholders to specify or include GF's range of products for their cooling applications
• Maintain relationships with existing BT distributors by providing support for BT-related inquiries, sales/marketing activities, and customer presentations

Sales Activities and Support

• Jointly engage in sales activities with the local sales team to open new opportunities, including supporting exhibitions and customer training
• Develop winning value propositions for each market/customer
• Maintain sales activity in CRM by updating customer data, planning visits, generating sales visit reports, and updating project statuses timely

Strategic Development

• Implement long-term strategies to develop and grow sales in the Cooling and Building Technology segments
• Focus on hospitality, commercial, and district cooling projects to enhance GF's market position

Qualifications

• Bachelor's degree in Chemical/Mechanical Engineering or a related field.
• A strong network with consultants and contractors involved in tendering for projects such as data centers, cooling systems, and similar large-scale infrastructure is essential.
• A minimum of five years’ experience in sales and business development for major projects (value exceeding SGD 500K) for Cooling or Building Technology-related projects.
• Experience working on Cooling or Building Technology-related projects from a technical capacity.
• At least three years of sales and/or technical experience in achieving sales targets in the cooling-related market.
• Proven track record of developing and closing new business opportunities.
• Strategic thinker with a strong understanding of customer behaviors, competitor analysis, and market trends.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work independently and collaboratively in a fast-paced, dynamic environment.
• HVAC background with a good understanding of regional cooling specifics (system design, fire codes, building codes, sustainability).
• Proficient in project management with a service focus.
• Prior experience with cooling-related OEMs (e.g., Chiller/Cooling Tower/Building Automation/Pumps) is an added advantage.
• Excellent knowledge of cooling solution applications in Industrial IS and BT segments.
• Good network with key players operating or providing cooling solutions in IS and BT segments

Competencies:

• Organization and time management
• Accountability and adaptability
• Problem solving
• Achievement motivation
• Influence and persuasion
• Critical thinking and innovation
• Hunter/start-up mentality
• Strong communication skills (internally and externally) with a team player approach.
• Proficient in project management with a service focus.