Regional Key Account Manager (RKAM)

Armstrong Fluid Technology · Remote, United States

Imagine working at the forefront of technology in mission-critical buildings/infrastructures industries, with over 1,400 colleagues across the globe, and contributing to a legacy of excellence of nearly 100 years that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds, united by a shared mission to help our customers elevate building performance. Through smarter, more efficient solutions, we are helping to shape a more sustainable and carbon neutral world.

Here, youll have the opportunity to push boundaries, tackle exciting challenges, and develop cutting-edge solutions that improve energy efficiency, reduce environmental impact, and support the infrastructure our communities depend on every day. Every contribution helps lower global carbon footprints and brings us closer to a cleaner, more resilient future. Together, we’re creating a legacy that goes beyond business, one that’s making our cities, and the world, more sustainable.
As a Regional Key Account Manager, you will be responsible for executing global account strategies within a designated geographic region by engaging with regional client teams, identifying regional opportunities and working closely with key internal stakeholders to drive strong sales performance and deep adoption of our technology within the account, through valuer articulation around energy efficiency, carbon abatement, and space optimization.
Own, Build, and Drive Key Regional Account Relationships

Build and nurture trusted relationships with regional account decisionmakers including senior executives and operational leaders.
Develop a regional account map plan (“LAMP”: Large Account Management Plan) for each assigned account by identifying key local stakeholders across procurement, engineering, product, and operations.
Create account-specific action plans including the identification of local sales opportunities and areas for technology adoption.
Collaborate with the MPS (Modular Products and Solutions) offering team and other product Offering Managers to develop or adapt solutions for the unique needs of customers.
Collaborate and Develop Global Key Accounts with GKAM

Serve as the primary local point of contact, ensuring that all interactions reinforce the global account strategy and value proposition.
Collaborate closely with the Global Key Accounts Manager (GKAM) during regional visits, joint customer meetings, and strategic negotiations to ensure consistency and alignment.
Support the GKAM by providing regional insights and facilitating introductions to key local influencers.
Tailor the global “LAMP” plan for assigned Global accounts at the regional level by adapting key initiatives to the local market context.
Translate global account objectives into region-specific action plans, including the identification of local sales opportunities and areas for technology adoption.
Collaborate with the MPS (Modular Products and Solutions) offering team and other product Offering Managers to develop or adapt solutions for the unique needs of customers.
Forecasting, Order Management & Supply Chain Coordination

Collect, verify, and communicate accurate regional forecasts regarding product volumes, timelines, and service needs across all the accounts assigned.
Work closely with sales enablement, local supply chain, operations, SIOP, and inventory management teams to ensure the timely delivery of products and services.
Negotiate and manage agreements that may require dedicated inventory, ensuring clarity on cost responsibilities and inventory risk sharing.
Proactively manage supply chain constraints by coordinating with internal stakeholders and leveraging alternative channels if necessary.
Develop annually a comprehensive product forecast by month using best intelligence on historical buying and future forecasts; Contracting & Local Negotiation Support

Assist in the negotiation and administration of local contract addendums and modifications based on global framework agreements.
Provide local market insights and data to support pricing, terms, and contractual decisions, while working in close collaboration with the GKAM and legal teams.
Maintain detailed, up-to-date records of all customer interactions, forecasts, and contract changes in the CRM, ensuring transparency and knowledge sharing.
Voice-of-Customer (VOC) & Market Feedback

Systematically capture feedback on product performance, service quality, and market trends through regular customer interactions.
value streams, engineering, supply chain) to drive continuous improvement.
provide actionable intelligence that supports strategic account decisions.
Regional Team Collaboration, Training & Collections Management

Liaise with local sales teams, customer service, operations, order fulfillment, and other functional groups to ensure unified account management.
Organize and lead internal meetings and training sessions focused on account-specific strategies and best practices.
Provide account-specific training and mentoring to local sales teams, ensuring they understand the nuances of the global account strategy and are equipped to support regional initiatives.
Identify regional accounts with potential to evolve into global accounts and recommend appropriate action plans.
Proactively learn, meet and develop relationships within the Sales, Account Management, Product Management (Marketing) and Product Development (Engineering) functions who develop, market and sell the final system offering (like Chillers, Heat Pumps) within our Clients. Learn their challenges and key goals, and specifically what is important to them in their market segments (weight, efficiency, speed, machine learning, optimization, flow data, speed of manufacturing, reduced time at job install sites, lead times, etc.). Perform proactive, ongoing VOC alongside AFT Offering Management and Engineering team members, including Applications Engineering team members within the MPS Value Stream to join you.
Based on what you learn, work with the MPS Value Stream team members to Actively present new technologies of Armstrong (eg, but not limited to, vertical pumping, parallel pumping, best efficiency staging, optimization, machine learning, services that optimize energy efficiency, uptime performance, unexpected downtime, etc.) in the right workshops and forums. Actively demonstrate how new technologies simplify the offering modularly, and will lead to better OTD performance and shorter Lead Times.
Work resources like Application Engr and Operations inside Armstrong to fulfill these plans
Operations Collaborative Leadership

Develop key stakeholders in Sourcing and Operations, learn their needs around Lead Time, OTD, and related areas.
Make a regular monthly Operations performance scorecard with our internal Armstrong Operations team that tracks performance of OTD, Lead Time, inventory availability, inventory stock in $’s, and key areas of mutual interest, Armstrong and Client.
Use the performance scorecard to connect Armstrong and Client Operations stakeholders to do joint issue awareness, root cause discovery, and solution development and deployment.
Stay relevant as the key contact for the Client to go from Operations performance of today to desired Operations performance of both Client and Armstrong, and stay relevant in the details of how that transformation will happen. Make and keep action RAIL’s with specific outcomes and dates. Deliver regular, detailed reports to the GKAM and regional leadership on account status, sales forecasts, achievements, and any challenges or opportunities.
Ensure that all reporting is supported by rigorous CRM documentation and timely updates.
Organize and manage regional customer visits, joint marketing initiatives, and participation in local trade shows or industry events.
Facilitate the presence of the GKAM and other key resources during strategic customer engagements.
Act as the regional advocate for the global account’s needs by liaising with local functions (finance, legal, supply chain) to resolve issues and secure necessary resources.
Collections

Collaborate with regional finance and collections teams to monitor payment cycles and address any issues that could delay cash flow.
Work to resolve local collections challenges promptly, ensuring the financial stability and smooth operation of the account.
Develop and Build Out the Leverage Sales Channel

Build a regional leverage sales plan per assigned Global Key OEM account based on strategy and information provided by the GKAM. Create the leverage strategy for regional accounts. Meet with regional points of contact in the account to understand their channel infrastructure and identify opportunities for integrating Armstrong products.
Work with local sales managers/leaders to create the leverage plan to add branches/distribution channel and service channel of Global Accounts as our channel.
Oversee the implementation of channel strategies, ensuring that the product placement supports regional sales goals and enhances customer value.
Work closely with both the GKAM and local operational teams to monitor channel performance, troubleshoot issues, and optimize the integration process.
Provide feedback and insights on channel performance and opportunities for further sales growth, feeding these insights back to the global strategy.
Bachelor’s or Master’s degree in engineering (MBA is an asset)
Minimum 5 years of sales or account management experience, with at least 1-2 years managing large, complex regional/global accounts.
Solid understanding of integrated industrial product solutions, HVAC systems, fluid flow systems, modular product designs, digital services, and sustainability concepts.
Proficient in CRM Systems.
Experience with product configurator and order placement tools like Adept (or similar platforms) and forecasting/planning systems.
Exceptional strategic planning and analytical skills.
Advanced negotiating, influencing, and relationship-building capabilities at the C-level.
Excellent communication skills—both written and verbal—with the ability to lead cross-functional teams and manage high-stakes conversations.
By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology.