Role Description The Key Account Manager for High Growth Verticals is responsible for identifying, developing, and accelerating supply sales within three strategically prioritized vertical markets: Retail & National Service Providers, K–12 / Higher Education, and Industrial. These verticals represent an existing base of $100M–$150M in revenue influence and a significant untapped growth opportunity for the Supply Business Unit. This role is accountable for building the vertical-specific strategies, customer relationships, and commercial programs necessary to accelerate share growth and deliver sustained revenue and margin expansion. What you will do: - Develop and execute dedicated national growth strategies for each high-growth vertical: Retail & National Service Providers, K–12 / Higher Education, and Industrial. - Identify and prioritize target accounts within each vertical based on revenue potential, portfolio fit, and competitive landscape. - Build vertical-specific value propositions that align Supply Business Unit capabilities to customer segment needs. - Establish annual growth targets and key performance metrics aligned to Product Growth Team (PGT) priorities. - Lead Joint Business Planning (JBP) processes with strategic vertical accounts to drive mutual accountability and share of wallet growth. Vertical Segment Focus Areas - Retail & National Service Providers: Develop national account strategies for large-format retail chains and multi-site service providers; align supply programs and stocking strategies to support high-volume, multi-location fulfillment needs. - K–12 / Higher Education: Engage facilities management, purchasing departments, and approved vendor programs at school districts and universities; position Supply portfolios as the preferred source for HVAC parts, equipment, and lifecycle support. - Industrial: Target manufacturing plants, distribution centers, and industrial facilities with high HVAC maintenance demand; develop solutions-based approaches leveraging Day 2 lifecycle parts, controls, and airflow portfolios. Portfolio Penetration & Lifecycle Acceleration - Drive penetration across strategic PGT portfolios within vertical accounts, including Compressors, Motors, Airflow & Drives, Coils, Controls, Parts & Supplies, Airflow & IAQ, and Supply-only Equipment. - Accelerate Day 2 lifecycle parts adoption within each vertical to improve portfolio mix and recurring revenue performance. - Translate PGT initiatives and new product launches into vertical-specific customer execution plans. - Partner with product management on vertical-relevant training, vendor participation programs, and supply product education. Commercial Programs, Pricing & Margin Discipline - Design and communicate vertical-specific supply programs, including growth incentives, preseason promotions, and loyalty structures tailored to each segment. - Partner with the pricing team to develop vertical pricing strategies that balance competitiveness with margin performance. - Influence rebate structures and commercial guardrails to ensure profitable program execution. - Monitor program effectiveness and recommend optimizations based on ROI and vertical performance analytics. Financial Performance & Forecasting - Deliver revenue, gross margin, and operating income targets across all three high-growth verticals. - Conduct weekly, monthly, quarterly, and annual revenue forecasting by vertical segment. - Analyze account and vertical performance data to identify expansion opportunities, risks, and corrective actions. - Deliver performance insights and strategic recommendations to Sales & Operations leadership. - Represent High Growth Verticals in the Supply Business Unit Monthly Operating Review. Cross-Functional Collaboration & Customer Advocacy - Partner with Product Growth Teams (PGTs) to align vertical execution with national portfolio strategy. - Collaborate with Finance, Pricing, Commercial Operations, and Integrated Supply Chain (ISC) to ensure operational alignment and governance. - Serve as the Voice of Customer for vertical segment needs across internal projects, A-3s, and strategic initiatives. - Interact with customer service, IT, Parts ID, PIM, and EDI teams to address vertical account requirements. - Coordinate with IWD Regional General Managers (RGMs) and the Equipment team to align vertical growth strategies with broader channel initiatives. - Ensure efficient resolution of distribution conflict issues within vertical accounts. Qualifications - Bachelor’s degree in Business, Sales, Marketing, Supply Chain, or related field; equivalent experience will be considered. - 7–10+ years of experience in B2B sales, vertical market development, channel sales, or national account management. - Experience selling into or managing accounts within Retail, Facilities/Education, or Industrial segments strongly preferred. - HVAC supply sales or two-step distribution experience is a plus. - Demonstrated success building and growing revenue within new or underdeveloped market segments. - Strong financial acumen, including experience with pricing strategy, rebate programs, margin management, and ROI analysis. - Experience leading Joint Business Planning (JBP) or strategic account planning with large, complex customers. - Ability to influence cross-functional stakeholders without direct authority. - Proficiency with CRM platforms (Salesforce preferred) for account strategy, pipeline management, forecasting, and performance reporting. Skills & Competencies - Vertical Market Expertise: Ability to understand the distinct buying behaviors, procurement cycles, and operational needs of Retail, Education, and Industrial customers. - Effective Communication: Ability to present and influence at multiple levels, from facilities managers to executive stakeholders, virtually and in person. - Strategic Thinking: Capacity to develop long-range growth plans while executing near-term account priorities. - Technical Proficiency: Strong working knowledge of Microsoft Office and Salesforce. - Personal Attributes: Agility, self-motivation, entrepreneurial mindset, and resilience in navigating new market development. - Team Collaboration: Ability to work effectively across diverse, cross-functional teams to achieve business results. Work Location & Travel - Must have private home office availability and reliable high-speed internet service. - Ability to travel up to 30%. Benefits - Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives. - Family building benefits include fertility coverage and adoption/surrogacy assistance. - 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution. - Paid time off includes 15 vacation days, 9 paid holidays, 3 floating holidays, sick leave, and additional options to support volunteer and parental leave. - Educational and training opportunities through company programs along with tuition assistance and student debt support.