Account Manager

Danfoss, a leading global supplier of Climate Solutions, has an opening for an OEM Account Manager that will be responsible for managing and developing existing OEM customers for Danfoss Industrial Refrigeration sales team in North America. With a focus on supporting the day-to-day sales and coordination of large OEM customers, developing close customer relationships and partnerships to integrate new product roll-out within the OEM account.

In addition, working closely with Global Key Account Manager to support growth initiatives of Danfoss Climate Solutions. The OEM Account Management Team will also support OEM Account Management with new product releases, technical literature, and supporting product material. This position works together with North American sales management, inside sales, and customer service to realize the overall sales objectives and business development plan for the OEM customers.

The OEM Account Manager will report directly to the Director of Sales of Industrial Refrigeration in North America.

OEM Customer Support:

• Work closely with customer service team and fulfillment to ensure OEM customer orders and requirements are being met in a timely manner. Support customer service with pricing and product selection based on application specification.

• Develop business relationships with OEM customer engineering teams. Coordination of large project proposals (new builds), and work with RSM’s that all Danfoss solutions are presented in proposals (Valves, Heat Exchangers, Automation and Controls, etc.).

• Application support coordination with Tech Support to provide OEM customers with product sizing by utilizing Danfoss quoting tools (DIRQuote and HEXACT), to ensure Danfoss products meet the intent of the specification.

Product Portfolio Coordination:

• Work with product management and engineering to drive timely phase in / phase out of portfolio changes with existing OEM customers.

• Support / coordinate with online training, education, and technical support to OEM customers.

• Support sales management with identifying new product opportunities and application requirements for the OEM customers.

Contacts / Work Location / Travel

High level of contact with Danfoss Global Key Account Managers and the OEM customers. Works closely with Danfoss Director of Sales, from the Industrial Refrigeration business area, supply chain personnel, global engineering / product management.

Job location may be either remote or work from the Danfoss facility in Baltimore, MD.

Travel requirement of 25% domestic travel for customer meetings at the OEM customers' offices, trade shows, and exhibitions.

The ideal candidate possesses these skills:

• BA or BS equivalent in engineering or business from a four-year college or technical school.
• 5 + years’ experience in Industrial Refrigeration, new business development, technical inside sales environment, demonstrating achievement of sales results with revenue growth and customer satisfaction.
• Technical Acumen:
  Solid working knowledge of industrial refrigeration systems and their associated components to enable value propositions of various system solutions (refrigerants, controls, defrost, etc.), to be discussed with customers.
• Business Acumen:
  Ability to quickly assess and understand the specific customer’s challenges and future needs. Have awareness of the competition, and other market influencers. Occasional international coordination with stakeholders within Danfoss.
• Teamwork:
  Self-starter yet good team player who can work with little supervision and with passion for servicing customers.
• Driving for Results:
  Solid organization skills, able to prioritize and meet deadlines, able to work with sales team / customer service representatives to support customers and projects.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to questions from groups of managers, customers, and the public.
• Proficiency in MS Office including Excel, Word, and PowerPoint required. Previous experience with SAP is a strong plus.
• Travel 30% within the sales region.

We are excited to offer…