Position Summary
TheHVAC/R Key Account Manageris responsible for leading strategic commercial relationships with major OEMs, system integrators, and key distribution partners in the Heating, Ventilation, Air Conditioning, and Refrigeration market segment.
This role drives revenue growth, expands Littelfuseproduct penetration, and positions our circuit protection, power control, and sensor solutions as preferred technologies within HVAC/R platforms.
The ideal candidate combines strong technical aptitude with strategic sales capability, enabling them to influence engineering, sourcing, product management, and executivelevel stakeholders.
Key Responsibilities
Account Strategy & Business Growth
- Develop and execute strategic account plans to grow revenue, share of wallet, and multiproduct 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 Littelfusepresence by introducing new product platforms and crossselling relevant technologies.
Customer Relationship Management
- Build and nurture longterm relationships with engineering, procurement, program management, and leadership stakeholders.
- Serve as the primary commercial point of contact for assigned accounts, ensuring satisfaction, responsiveness, and highquality engagement.
- Facilitate technical collaboration between customers and Littelfuse Engineering, Field Applications, Quality, and Product Management teams.
Technical & Application Expertise
- 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 Littelfuseproduct portfolio (fuses, relays, sensors, surge protection, power semiconductors, controllers, etc.).
- Participate in design reviews, product evaluations, and newplatform development cycles.
Pipeline, Forecasting & Reporting
- 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.
CrossFunctional Collaboration
- Work closely with Marketing & Product Management to influence product roadmaps, value propositions, and gotomarket 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.
Qualifications
Required
- Bachelors 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, multistakeholder customer relationships.
- Excellent communication, presentation, and negotiation skills.
- Ability to travel as required to support customer engagements.
Preferred
- Experience selling electrical/electronic components (e.g., fuses, relays, semiconductors, sensors, protection devices).
- Familiarity with sustainability and energyefficiency trends in HVAC/R (heat pumps, variablespeed systems, lowGWP refrigerants).
- Technical sales experience supporting engineering design cycles.
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Artificial intelligence (AI) tools may be used in some portions of the candidate review process for this position, however, all final employment decisions will be made by a person.
Salary Range:
$104,400 - $161,760
The salary offered will vary depending on your location, job-related skills, knowledge, and experience.
