Key Account Manager – Independent Wholesale Distribution

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Where is the work:

What's in it for you:

The Key Account Manager for Independent Wholesale Distribution is responsible for driving the growth and profitability of supply sales within the Independent Wholesale Distribution (IWD) channel for The Supply Business Unit HVAC. This role sets the strategic vision, mission, and overall direction for supply in this channel while serving as the national growth leader for the Independent Wholesale channel.

This role accelerates profitable expansion by increasing market reach and share across the Product Growth Team (PGT) portfolios, with a primary emphasis on Day 2 lifecycle parts. The role develops and executes national distributor growth strategies, influences stocking programs, rebate structures, and pricing tier alignment, and drives portfolio penetration to deliver sustained revenue and margin expansion.

With influence over approximately $180M in annual revenue, this position partners directly with regional and strategic account managers, cross-functional teams, and distributor partners to deliver financial targets and expand portfolio adoption across the IWD channel.

What you will do:

Other duties may be assigned.

Strategic Leadership & National Channel Growth

• Set the strategic vision, mission, and overall direction for supply sales within the Independent Wholesale Distribution channel
• Develop and execute national growth strategies across Independent Wholesale Distributor (IWD) partners
• Identify and activate market expansion opportunities across the $200+M portfolio
• Establish annual growth targets aligned to Product Growth Team (PGT) priorities
• Lead national Joint Business Planning (JBP) processes with strategic distributor partners
• Represent Independent Distribution in the Supply Business Unit Monthly Operating Review

Financial Performance & Forecasting

• Deliver revenue, gross margin, and operating income for the Independent Distribution Channel
• Assist in setting, communicating, tracking, and achieving budgets throughout the year
• Conduct weekly, monthly, quarterly, and annual revenue forecasting for independent distribution
• Monitor revenue growth, margin performance, and portfolio mix trends
• Analyze distributor performance data to identify expansion opportunities and risks
• Deliver performance insights and strategic recommendations to Sales & Operations leadership
• Develop corrective action plans when results deviate from established targets

Portfolio Penetration & Day 2 Lifecycle Acceleration

• Increase penetration across strategic PGT portfolios, including: Compressors; Motors, Airflow & Drives; Coils; Controls; Parts & Supplies; Airflow & IAQ; Supply-only Equipment Portfolios
• Accelerate Day 2 lifecycle parts growth and improve portfolio mix performance
• Influence distributor stocking depth, assortment strategy, and strategic SKU adoption
• Translate PGT initiatives into executable distributor growth plans
• Partner with product management on new product lines, training opportunities, vendor participation, and education of supply products

Programs, Pricing & Margin Discipline

• Create and communicate Supply-specific programs, including preseason promotions, marketing initiatives, and growth incentives
• Influence pricing tier alignment and growth rebate structures to support profitable expansion
• Work closely with the pricing team on independent distribution pricing strategy and monthly price updates
• Ensure disciplined execution of commercial guardrails to protect margin performance
• Monitor program effectiveness and recommend optimization based on ROI and performance analytics

Distribution & Supply Alignment

• Collaborate with DC, inventory, and procurement teams through the PSI and SIOP processes to ensure a successful distribution network for independent wholesale distributors
• Influence national stocking agreements and inventory strategies aligned to growth priorities
• Partner with Integrated Supply Chain (ISC) to align availability with portfolio acceleration initiatives
• Identify and mitigate risks to supply continuity or growth targets

Cross-Functional Collaboration & Customer Advocacy

• Support regional and strategic account managers with their assigned customer base
• Partner with Product Growth Teams (PGTs) to align national distributor execution with portfolio strategy
• Collaborate with Finance, Pricing, Commercial Operations, and ISC to ensure disciplined governance and operational alignment
• Work closely with the Equipment team and IWD Regional General Managers (RGMs) to coordinate equipment portfolio growth initiatives with Supply
• Serve as the Voice of Customer on various projects, A-3s, and strategic initiatives
• Interact with customer service, IT, Parts ID, PIM, footprint, and EDI teams to address the needs of independent distributors
• Ensure efficient and thorough resolution of distribution conflict issues
• Influence enterprise stakeholders to support national channel expansion priorities

What you will bring:

Each employee must have the ability to work in harmony with all members of the organization and display that ability on an ongoing, daily basis. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• Bachelor’s degree in Business, Sales, Distribution, Supply Chain, Engineering, or related field; equivalent experience will be considered

• 8–12+ years of experience in distribution, OEM wholesale, channel sales, or strategic account management; minimum 5 years of HVAC Supply Sales experience required

• Two-step distribution experience strongly desired

• Demonstrated success managing national or multi-regional distributor relationships

• Proven track record of driving revenue growth and share expansion across complex product portfolios

• Strong financial acumen, including experience with pricing tiers, rebate programs, margin management, and ROI analysis

• Experience leading Joint Business Planning (JBP) processes with strategic partners

• Ability to influence cross-functional stakeholders without direct authority

• Experience utilizing CRM platforms (Salesforce preferred) to manage account strategy, pipeline visibility, forecasting, and performance analytics

Skills & Competencies

• Effective Communication: Ability to present subject matter virtually and in person before diverse audiences
• Technical Proficiency: Strong computer usage skills, particularly with Microsoft Office and Salesforce
• Organizational Skills: Excellent organization, communication, and interpersonal skills
• Personal Attributes: Agility, self-motivation, goal orientation, and resilience
• Team Collaboration: Ability to work well in a team environment with diverse members to achieve business results

Language Skills

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Certificates, Licenses, Registrations

• Valid Driver’s License
• Proof of personal auto insurance

Work Location & Travel

• Must have private home office availability and reliable high-speed internet service
• Ability to travel up to 50%

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is required to effectively communicate with others. The employee frequently is required to sit and reach with hands and arms. The employee is occasionally required to stand; walk; use hands to operate computer keyboard and telephone; climb or balance; and stoop, kneel, or crouch. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This position works in a variety of environments, from inside office to outdoors, mechanical/equipment rooms, and industrial work environments. During visits to customer/job sites, the employee is occasionally required to climb and may be exposed to moving mechanical parts, extreme heat, and risk of electrical shock. The employee is to follow the Electrical Safety/Arc Flash requirements to eliminate exposure. The noise level in the work environment is usually moderate. Hearing protectors should be worn in environments over 85 DBA.

Annual Base Salary Range or Hourly Base Pay Range:

Compensation Type:

Incentive Eligible:

Sales Commission Eligible:

Disclaimer: We strive to provide competitive compensation for this position, tailored to a variety of factors. The actual compensation will depend on elements such as seniority, merit, geographic location, education, experience,  travel requirements, and union designation.   Our compensation range is generally based on the national average for the country.  Additionally, benefits may vary depending on the region, business alignment, union involvement, and employee status.

Thrive at work and at home:

• Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!

• Family building benefits include fertility coverage and adoption/surrogacy assistance.

• 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.

• Paid time off includes 15 vacation days, 9 paid holidays, 3 floating holidays, sick leave, and additional options to support volunteer and parental leave.

• Educational and training opportunities through company programs along with tuition assistance and student debt support.

Disclaimer:  Benefit offerings may vary depending on Collective Barraging Agreements and local/state regulations.

Safety Sensitive Role:

The company designates certain roles as Safety Sensitive. Safety Sensitive roles may require that you pass additional drug screening.

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.