Strategic Accounts Manager - Industrial Refrigeration

Job title: Strategic Accounts Manager - Industrial Refrigeration

About the Role Strategic Account Manager – Industrial Refrigeration is a hunter role within the North America Sales Team for Vilter’s industrial refrigeration and heating solutions. This position focuses on growing the installed base, building trusted relationships with end-users, consultants, and contractors, and delivering project wins while ensuring excellent customer experience. The role is remote but requires California or nearby state residency and periodic travel.

What You'll Do

• Develop the overall strategic program for the account at all levels of the organization involved with that account.
• Implement Account Sales Plans to exceed defined sales and gross margin objectives.
• Realize sales and margin targets for Vilter heat pumps and refrigeration compression packages in the territory.
• Build and grow relationships with customers and partners to encourage preference for Vilter products and services.
• Maintain up-to-date forecasts, project details, and competitor notes through Salesforce CRM.
• Present projects and attend weekly Opportunity Review Board meetings.
• Collaborate across functions to ensure strong performance and positive customer experience.
• Operate as the customer issue point of contact and drive positive resolution throughout the issue resolution process.
• Demonstrate full ownership of the sales process from enquiry to purchase order closure.
• Provide aftersales support as needed to ensure customer satisfaction.
• Work with Sales, Customer Experience, Marketing, Lifecycle Services, and Product Management on market challenges and educate customers on new technologies and industry trends.
• Carry out responsibilities ethically in line with policies and laws.
• Advance Vilter’s value proposition through frequent visits to key stakeholders, trade shows, and industry associations.
• Travel required, up to 100 nights per year.
• Other duties as needed.

What We're Looking For

• A minimum of 5 years account management experience in industrial refrigeration equipment.
• Experience with Ammonia refrigeration is highly preferred.
• Bachelor’s degree in Engineering or a similar field (or equivalent engineering experience).
• Ability to understand financial calculations and commercial concepts to negotiate and close opportunities.
• Self-starter with demonstrated business sense and strong drive for results.
• Knowledgeable in contract negotiations and tenacious, disciplined approach to opportunity management and customer engagement.
• Ability to communicate technically and commercially with all levels inside and outside the organization.
• Established relationships in the California market; located in California or nearby West Coast state.
• Remote Work Arrangement: Fully remote sales role with relocation not required; travel to the Milwaukee factory up to 24 nights per year.

Nice to Have

• Experience with Ammonia refrigeration is highly preferred.

Compensation & Benefits

• Total compensation range: USD 150,000 - 190,000 annually (base + bonus target). Compensation within local market; reviewed annually during merit process.