Key Account Manager HVAC/R

Job title: Key Account Manager HVAC/R

About the Role The HVAC/R Key Account Manager leads strategic commercial relationships with major OEMs, system integrators, and key distribution partners in Littelfuse's HVAC/R market segment. This role drives revenue growth and expands product penetration by positioning circuit protection, power control, and sensor solutions as preferred technologies within HVAC/R platforms.

What You'll Do

• Develop and execute strategic account plans to grow revenue, share of wallet, and multi-product adoption across assigned HVAC/R accounts.
• Identify new opportunities within OEM product roadmaps, including motor control, compressors, inverters, heat pumps, drives, controls, and refrigeration systems.
• Expand Littelfuse’s presence by introducing new product platforms and cross-selling relevant technologies.
• Build and nurture long-term relationships with engineering, procurement, program management, and leadership stakeholders.
• Serve as the primary commercial point of contact for assigned accounts, ensuring satisfaction, responsiveness, and high-quality engagement.
• Facilitate technical collaboration between customers and Littelfuse Engineering, Field Applications, Quality, and Product Management teams.
• Maintain strong knowledge of HVAC/R system architecture, including compressors, fan motors, power conversion, electronics, control boards, and refrigerant safety standards; translate customer challenges into actionable technical solutions using Littelfuse’s product portfolio (fuses, relays, sensors, surge protection, power semiconductors, controllers, etc.).
• Participate in design reviews, product evaluations, and new-platform development cycles.
• Develop and manage a robust opportunity pipeline aligned with strategic growth initiatives.
• Provide accurate forecasting, revenue tracking, and competitive insights to commercial leadership.
• Monitor customer trends, regulatory shifts (UL, IEC, ASHRAE), and market dynamics affecting HVAC/R technologies.
• Work closely with Marketing & Product Management to influence product roadmaps, value propositions, and go-to-market strategies.
• Support contract negotiations, pricing strategies, and business cases for major opportunities.
• Coordinate with global sales channels to align account actions across regions and manufacturing sites.

What We're Looking For

• Bachelor's degree in Engineering, Business, or related technical field.
• 5+ years of experience in OEM sales, Key Account Management, or Business Development.
• Strong understanding of HVAC/R systems, components, or power electronics.
• Proven ability to manage complex, multi-stakeholder customer relationships.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel as required to support customer engagements.

Nice to Have

• Experience selling electrical/electronic components (e.g., fuses, relays, semiconductors, sensors, protection devices).
• Familiarity with sustainability and energy-efficiency trends in HVAC/R (heat pumps, variable-speed systems, low-GWP refrigerants).
• Technical sales experience supporting engineering design cycles.

Compensation & Benefits

• Salary range: USD 104,400 - 161,760 per year.
• The salary offered will vary depending on location, skills, knowledge and experience.
• We offer competitive compensation and benefits, performance-based incentives, flexible work arrangements, and development opportunities. Littelfuse is an equal opportunity employer.