Position Summary

The Key Account Manager is responsible for developing and growing IMI Climate Control's business within the residential market segment in the Czech Republic, with particular focus on housing associations, district heating companies, residential developers, property management organizations, design consultants, and installation partners.

The role focuses on promoting energy-efficient hydronic solutions for heating, cooling, balancing, pressure maintenance, and water quality applications within residential and district heating networks. The position combines business development, key account management, specification selling, and technical advisory support.

The successful candidate will take full ownership of residential and district heating opportunities from initial identification through technical solution development, quotation, commercial negotiation and conversion into sales.

Key Responsibilities

Strategic Account Management

• Develop and manage relationships with housing associations, district heating operators, residential developers, property management companies, and key installation contractors.
• Build long-term partnerships with decision-makers and technical stakeholders.
• Create and implement account development plans for strategic customers.
• Identify opportunities for renovation, modernization, and energy efficiency projects.

Business Development & Sales

• Deliver agreed sales and profitability targets within the residential market segment.
• Drive specification and adoption of IMI Climate Control solutions in residential developments and district heating projects.
• Identify new project opportunities and support their conversion into sales.
• Promote the complete IMI Climate Control portfolio, including balancing and control valves, thermostatic solutions, pressure maintenance, water quality, and district heating applications.
• Take full ownership of residential and district heating opportunities from initial identification through technical solution development, quotation, commercial negotiation and conversion into sales.
• Develop pilot projects and solutions that can be replicated across customer building portfolios.

Market Development

• Develop market presence within housing and district energy sectors.
• Monitor legislation, energy efficiency initiatives, renovation programs, and district heating market trends.
• Identify opportunities arising from sustainability, decarbonization, and energy-saving initiatives.
• Provide market intelligence and competitor insights to management.

Technical & Customer Support

• Deliver technical presentations and product training to customers and partners.
• Support consultants and contractors during project design and specification stages.
• Regularly consult technical solutions, commercial strategy and key project decisions with the Technical Manager.
• Act as a trusted advisor on hydronic system optimization and energy efficiency improvements.

Internal Collaboration

• Work closely with Technical Support, Customer Service, Marketing, Product Management, and Regional Sales teams.
• Maintain accurate CRM records, project pipelines, and sales forecasts.
• Support local and regional business initiatives.

Qualifications

Education

• Secondary or higher education in a technical, HVAC, energy, building services, business, or related field.
• HVAC or district heating background is an advantage.

Experience

• Relevant sales, account management, business development, HVAC, energy, or building services experience.
• Experience with housing associations, district heating operators, utilities, developers, or installation companies is an advantage.
• Experience in developing customer relationships and new business opportunities.

Knowledge & Skills

• Basic understanding of HVAC or building services systems and willingness to develop further technical knowledge.
• Strong commercial and communication skills.
• Ability to communicate with both technical and business stakeholders.
• Good presentation and relationship-building skills.
• Basic knowledge of CRM systems and Microsoft Office.
• Fluent Czech and working knowledge of English.

Key Competencies

• Customer focus
• Commercial mindset
• Results orientation
• Relationship management
• Technical curiosity
• Strategic thinking
• Self-motivation and accountability
• Project ownership
• Ability to work independently
• Technical sales capability

Travel Requirements

• Regular travel throughout the Czech Republic.
• Occasional international travel for training, customer visits, and regional meetings.

Key Performance Indicators

• Achievement of revenue and margin targets.
• Growth of strategic accounts within residential and district heating sectors.
• Value of project specifications secured.
• New business opportunities generated.
• Customer retention and satisfaction.
• Market share growth within the residential HVAC segment.

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