The Regional Key Account Manager (RKAM) executes Armstrong's global account strategy within a defined geographic region. The role is accountable for driving sales performance, expanding adoption of Armstrong technology, and leading the regional execution of the Armstrong Envelope strategy with OEM partners, and select large end-users, with Data Centers as a priority.
Key Accountabilities
Execute the Armstrong Envelope Strategy
- Own regional execution of the Armstrong Envelope strategy, including integrated portfolio of pumps, modular packaged systems, intelligent optimization, and digital services, with assigned OEM accounts and select large end-users.
- Lead vertical penetration in Data Centers as the priority target end-user vertical: map hyperscale, colocation, and enterprise data center operators
- Position Armstrong as a single-source envelope partner in OEM specifications, end-user basis-of-design documents, and master specifications.
- Partner with internal Armstrong Value Stream Teams to scope, demonstrate, and deploy Envelope solutions tailored to OEM platform roadmaps and Data Center deployment models.
- Build trusted relationships with regional decision-makers like senior executives, engineering leadership, procurement, and operational leaders at assigned OEM and end-user accounts.
- Develop and maintain a regional Large Account Management Plan (LAMP) for each assigned account and identifying key local stakeholders.
- Provide the Global Key Account Manager with regional insights and facilitate introductions to key local influencers and decision-makers.
Forecasting, Order Management and Supply Chain Coordination
- Develop an annual product forecast by month using historical buying patterns and forward intelligence; revise monthly.
- Partner with Sales Enablement, local Supply Chain, Operations, SIOP, and Inventory Management to ensure on-time delivery of products and services.
- Negotiate dedicated inventory agreements, where required, with clear cost and risk-sharing terms. This includes proactively manage supply constraints by coordinating with internal stakeholders and leveraging alternative channels when necessary.
Contracting and Local Negotiation Support
- Assist in negotiating and administering local contract addendums and modifications under global framework agreements.
- Provide local market insights and data to support pricing, terms, and contractual decisions in close partnership with the GKAM and Legal.
- Maintain detailed, current records of customer interactions, forecasts, and contract changes in the CRM.
Voice-of-Customer (VOC) and Market Feedback
- Systematically capture feedback on product performance, service quality, and market trends through structured customer interactions.
- Report VOC insights to the GKAM and to Offering Management, Engineering, Value Streams, and Supply Chain to drive continuous improvement.
- Monitor regional market dynamics, competitive activity, and emerging opportunities particularly in Data Centers and other priority verticals and translate findings into actionable intelligence.
Develop and Build Out the Leverage Sales Channel
- Build a regional leverage sales plan per assigned Global Key OEM account, aligned to the GKAM-defined global strategy.
- Meet with regional contacts in each OEM account to understand their channel infrastructure (branches, distribution, service network) and identify integration opportunities for Armstrong products.
- Stand up the supply chain and distribution processes required to place and deliver Armstrong products through the client's channels.
Reporting, Advocacy and Strategic Initiatives
- Deliver regular, detailed reports to the GKAM and regional leadership on account status, forecast accuracy, wins, conversion progress against Envelope targets, and risks.
- Ensure all reporting is supported by rigorous, timely CRM documentation.
- Organize regional customer visits, joint marketing initiatives, and Armstrong presence at relevant trade shows and industry events.
Education and Experience
- Bachelor's or Master's degree in Engineering (MBA an asset).
- Minimum 5 years of sales or account management experience, with at least 1–2 years managing large, complex regional or global accounts.
- Experience selling into OEMs and/or large end-users in Data Centers, District Energy, or similar mission-critical verticals is strongly preferred.
- Solid understanding of integrated industrial product solutions, HVAC systems, fluid-flow systems, modular product design, digital services, and sustainability/decarbonization concepts.
- Familiarity with Data Center cooling architectures and the design/build ecosystem is a strong asset.
Soft Skills and Other Requirements
- Exceptional strategic planning and analytical skills leveraging key tools such as CRM.
- Advanced negotiating, influencing, and relationship-building capability at the C-level.
- Excellent written and verbal communication; able to lead cross-functional teams and manage high-stakes conversations.
- Strong process orientation with a track record of establishing rigorous operational standards.