Key Account Manager – HVAC/R

Role Overview

• Develop and execute strategic account plans to grow revenue, share of wallet, and multi-product 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 Littelfuse’s presence by introducing new product platforms and cross-selling relevant technologies
• Build and nurture long-term relationships with engineering, procurement, program management, and leadership stakeholders
• Serve as the primary commercial point of contact for assigned accounts, ensuring satisfaction, responsiveness, and high-quality engagement
• Facilitate technical collaboration between customers and Littelfuse Engineering, Field Applications, Quality, and Product Management teams
• 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 Littelfuse’s product portfolio (fuses, relays, sensors, surge protection, power semiconductors, controllers, etc.)
• Participate in design reviews, product evaluations, and new-platform development cycles
• 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
• Work closely with Marketing & Product Management to influence product roadmaps, value propositions, and go-to-market strategies
• Support contract negotiations, pricing strategies, and business cases for major opportunities

Requirements

• Bachelor’s 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, multi-stakeholder customer relationships
• Excellent communication, presentation, and negotiation skills
• Ability to travel as required to support customer engagements

Benefits

• Competitive compensation and benefits
• Performance-based incentives
• Flexible work arrangements
• Development opportunities