Location: Johannesburg
Type: Permanent
Overview
The Key Account Developer is responsible for driving business growth through the development and management of strategic customer relationships within the HVAC and climate solutions market.
The role focuses on identifying new business opportunities, growing existing key accounts, developing project pipelines, and positioning the company's technical solutions as the preferred choice across commercial, industrial, retail, hospitality, property development, and other targeted sectors.
Key Responsibilities
Key Account Management
- Develop and maintain strong, long-term relationships with strategic customers and key accounts.
- Develop account strategies to maximise revenue, profitability, customer retention, and market share.
- Act as a key point of contact for allocated customers and ensure a high level of customer service.
- Understand customer requirements, business objectives, and upcoming projects to identify opportunities.
- Conduct regular account reviews and monitor performance against agreed targets.
Business Development & Sales
- Identify and develop new business opportunities within targeted market sectors.
- Build and maintain a strong sales pipeline through networking, referrals, customer engagement, industry events, consultants, contractors, developers, and channel partners.
- Manage opportunities from initial lead through to quotation, negotiation, order, and completion.
- Prepare and present commercial proposals and solution-based sales presentations.
- Negotiate commercial terms while protecting profitability and business objectives.
- Consistently achieve or exceed agreed sales and gross-margin targets.
Project & Specification Development
- Establish relationships with consulting engineers, architects, developers, mechanical contractors, and project stakeholders.
- Identify projects at an early stage and influence product and solution specifications.
- Work closely with technical teams to develop appropriate HVAC solutions based on customer requirements.
- Track projects throughout the full sales cycle, from initial concept and specification through tender, order, and installation.
- Monitor competitor activity, market pricing, technologies, and customer trends.
Customer & Channel Development
- Develop strong relationships with dealers, distributors, contractors, and strategic partners.
- Identify opportunities to expand the customer and channel network.
- Support channel partners with product knowledge, commercial engagement, and business development initiatives.
- Work collaboratively with internal sales, technical, marketing, service, and management teams.
Market Development
- Identify growth opportunities across commercial buildings, retail, hospitality, healthcare, education, industrial, property development, and other relevant sectors.
- Develop a strong understanding of market trends, customer needs, and competitor positioning.
- Promote the value of energy efficiency, sustainability, reliability, innovation, and lifecycle cost savings.
- Represent the organisation professionally at customer meetings, exhibitions, industry events, and networking opportunities.
Qualifications
Essential
- Grade 12 / National Senior Certificate.
- Diploma or Degree in Business Management, Sales, Marketing, Mechanical Engineering, Electrical Engineering, HVAC, Building Services, or a related field.
- Relevant sales or account-management qualifications will be advantageous.
Advantageous
- Technical qualification or certification related to HVAC, refrigeration, air-conditioning, mechanical engineering, or building services.
- Project management qualification or certification.
- Sales or key account management certification.
- Training in consultative selling, solution selling, or strategic account management.
- Membership or affiliation with relevant engineering, HVAC, or industry associations.
Experience Requirements
- 3–5+ years' experience in B2B sales, key account management, business development, or technical sales.
- Experience within HVAC, air-conditioning, refrigeration, building services, engineering, construction, property, or a related technical industry is highly advantageous.
- Proven track record of achieving sales and revenue targets.
- Experience managing major customers, contractors, consultants, developers, dealers, or distributors.
- Experience working within a project-based sales environment will be advantageous.
- Demonstrated ability to develop new business while growing existing strategic accounts.