Regional Key Account Manager (RKAM)

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.

As part of our team, you'll be immersed in an environment that fosters growth, creativity, and collaboration.

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.

Key Accountabilities

Own, Build, and Drive Key Regional Account Relationships

• Build and nurture trusted relationships with regional account decision-makers including senior executives and operational leaders.
• Develop a regional account map plan ("LAMP": Large Account Management Plan) for each assigned account.
• 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 customers.

Collaborate and Develop Global Key Accounts with GKAM

• Serve as the primary local point of contact, ensuring 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.
• Tailor the global LAMP plan for assigned Global accounts at the regional level.
• Translate global account objectives into region-specific action plans.

Forecasting, Order Management & Supply Chain Coordination

• Collect, verify, and communicate accurate regional forecasts regarding product volumes, timelines, and service needs.
• Work closely with sales enablement, local supply chain, operations, SIOP, and inventory management teams to ensure timely delivery.
• 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.
• Develop annually a comprehensive product forecast by month; update monthly as conditions change.

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, working with the GKAM and legal teams.
• Maintain detailed, up-to-date records of customer interactions, forecasts, and contract changes in the CRM.

Voice-of-Customer (VOC) & Market Feedback

• Systematically capture feedback on product performance, service quality, and market trends.
• Report VOC insights to the GKAM and relevant internal teams to drive continuous improvement.
• Monitor regional market dynamics, competitive activities, and emerging opportunities.

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.
• Identify regional accounts with potential to evolve into global accounts and recommend action plans.

Technology Selling, Conversion and Adoption

• Develop relationships and a stakeholder map across the Sales, Account Management, Product Management, and Product Development functions of our clients.
• Present new Armstrong technologies in the right workshops and forums, working with the MPS Value Stream team.
• Chart product-by-product purchase conversion opportunities within LAMP plans and develop a sequential adoption plan, tracked against goals.

Operations Collaborative Leadership

• Develop key stakeholders in Sourcing and Operations, learning their needs around Lead Time, OTD, and related areas.
• Maintain a monthly Operations performance scorecard tracking OTD, Lead Time, inventory availability, and inventory value.
• Use the scorecard to connect Armstrong and client Operations stakeholders for joint issue resolution and solution deployment.
• Hold stakeholders accountable to commitments with specific outcomes and dates; escalate unresolved issues to Armstrong leadership.

Reporting, Advocacy & Strategic Initiatives

• Deliver regular, detailed reports to the GKAM and regional leadership on account status, sales forecasts, achievements, and challenges.
• Ensure 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.
• Act as the regional advocate for the global account's needs by liaising with finance, legal, and supply chain functions.

Collections

• Collaborate with regional finance and collections teams to monitor payment cycles and address issues that could delay cash flow.

Develop and Build Out the Leverage Sales Channel

• Build a regional leverage sales plan per assigned Global Key OEM account based on GKAM strategy.
• Work with local sales managers to add branches, distribution channels, and service channels of Global Accounts as Armstrong channels.
• Oversee implementation of channel strategies and monitor channel performance.

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 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.

Soft Skills and Other Requirements

• Exceptional strategic planning and analytical skills.
• Advanced negotiating, influencing, and relationship-building capabilities at the C-level.
• Excellent written and verbal communication skills, 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.