Commercial Vertical Market Leader

Make your mark at the world's largest HVAC company

The Commercial Vertical Market Manager will lead a team within the assigned vertical market as part of National Account team. Aggressively pursue potential customers that have national and/or global business that need commercial HVAC systems. Develop long-term relationships to leverage opportunity in pursuit of sales. Motivate, lead and influence REPs/SSRs to grow business within the assigned vertical markets. Come be a part of an exciting journey at Daikin Applied, where innovation and excellence drive our every endeavor!

Location: Remote.

What you will do:

• Develop/drive business strategy plans for respective vertical market, plan to include market trends, competitive threats, and organizational team requirements. Provide quarterly update to Director of National Accounts, and executive staff as required.
• Evaluate national/global markets to determine applicable HVAC business opportunities within the assigned vertical market they are leading.
• Support and help drive solutions, offerings and programs to support vertical market growth and consistency in the District office business.
• Help establish, support and manage the delivery of commercialized vertical market offerings including benchmarking, tracking, developing growth strategies and scaling vertical complex solutions.
• Work with the broader team to support the identification and delivery of vertical market positioning activities specific to the aligning with the overall Company marketing and communication efforts to position the Company as a leading solutions provider.
• Assess the needs of distribution and compare to the capabilities of existing tools and training, help to define tool and training requirements for successful integration and support of vertical market offerings and programs.
• Work with Company Sales offices and the Rep organizations to focus efforts on increasing sales with national accounts customers.
• Lead monthly pipeline reviews with internal team and Director of National Accounts.
• Work with team or independently to identify and qualify potential new National Accounts using the established criteria. Following National Accounts for account criteria and make business case recommendations to pursue or abandon.
• Utilize the National Accounts Authorized REP driven account program, including regular reviews with team and adherence to expectations. Make recommendations for continual improvements to the program.
• Support the organization, broader teams and business development groups in training, mentoring and coaching the field in the delivery of vertical market offerings and solutions.
• Provide direct management responsibility of assigned vertical market National Account Managers, Service Account Managers and inside project engineers
• Hire and train new talent as required to meet strategy, this includes providing business case justification to support hiring requisitions.
• Identify, participate and drive Daikin brand at key marketing events such as trade shows, networking events. Work closely with marketing to leverage resource and seek deeper participation such as speaker events, publishing opportunities.
• Support team through direct coaching and mentoring opportunities.
• Work with the leadership team to manage expectations and morale on the National Accounts team.
• Interface with leaders of major accounts and provide high level support and focus to customer's needs while generating strategic initiatives in pursuing sales growth opportunities.
• Monitors competition's strategy to ensure that company's initiatives are competitive.
• Interface with Director of National Accounts, Divisional Vice Presidents and Regional General Managers in establishing strategic focus for the company relative to growth and new business opportunities for global and national accounts.
• Coordinate and manage all activity related to major global/national accounts business activity, e.g., Meetings, visits, legal matters, etc.
• Act as company interface with appropriate company functions/groups (Marketing, Engineering, Manufacturing, etc.) for all activity related to major accounts.
• Travel North America in the development of multi-national accounts and pursuit of other global account opportunities.
• Develop and maintain relationships with nationally known organizations and work with Regional Sales Managers in the development of regional relationships.
• Provide direction to company resources in support of major account initiatives.
• Remain diligent with accounts to ensure that appropriate service and support is being provided as well as is prepared to react to other business opportunities as they arise from the account or account affiliates.

Minimum Qualification:

• Bachelor's Degree (Technical, Scientific, or Engineering)
• 10+ Years of related experience in HVAC sales/account management
• Professional Engineering certification preferred

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