OEM Regional Key Account Manager Europe

Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence 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 minds, driven by a shared mission to engineer the future and safeguard our planet.

As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.

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 key internal stakeholders to drive strong sales performance and a deep adoption of our technology within the account, through value articulation around energy efficiency, carbon abatement and space optimization.

Key Accountabilities:

Build and manage Key Regional Accounts

• Build and nurture trusted relationships with regional account decision-makers, including senior executives and operational leaders.
• Develop a regional account map plan (Large Account Management Plan) for each assigned account by identifying key local stakeholders across procurement, engineering, product, and operations.
• Update and maintain a comprehensive repository of contacts, roles, and influence areas specific to the region.
• 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.

Local Relationship Building & Stakeholder Engagement of Global Key Accounts

• Build and nurture trusted relationships with regional decision-makers, including regional senior executives and operational leaders.
• 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.

Contracting & Local Negotiation Support

• Assist in the negotiation, creation 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.
• Report VOC insights to the GKAM and relevant internal teams (e.g., value streams, engineering, supply chain) to drive continuous improvement.
• Monitor regional market dynamics, competitive activities, and emerging opportunities; provide actionable intelligence that supports strategic account decisions.

Regional Team Collaboration, Training & Collections Management

• Liaise with local sales teams, customer service, operations, order fulfilment 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.

Reporting, Advocacy & Strategic Initiatives

• 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 the local sales managers/leaders to create the leverage plan to add branches/distribution channel and service channel of Global Accounts as our channel.
• Collaborate with the client and internal teams to set up the necessary supply chain and distribution processes that ensure Armstrong products are effectively placed and delivered through the client’s channels.
• 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 sales 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.

What We’re Looking For

Education and Experience

• 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.

Industry Knowledge

• Solid understanding of integrated product solutions, HVAC 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.

Soft skills and other requirements

• Exceptional strategic planning and analytical skills.
• Advanced negotiation, 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.
• Strong process orientation with a track record of establishing rigorous operational standards.
• Demonstrated ability to work in a fast-paced, dynamic environment with complex, multi-stakeholder challenges.

Why Armstrong Fluid Technology?

By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You’ll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow’s solutions today.