Job Title: Account Manager

Location: Virginia (Charlottesville OR Lynchburg)

Reports To: Branch Manager / Regional Sales Director

Company Overview

Client is a leading wholesale distributor of HVAC/R equipment, parts, and supplies, committed to delivering outstanding value-added service to contractors and trade professionals. With a strong network of branches and a deep catalog of products, we serve as a trusted partner in the HVAC/R channel.

Position Summary

The Account Manager will manage a designated territory of contractor customers, drive sales growth by executing the branch’s strategic plan, and build long-term partnerships by aligning customer needs with client's solutions. As a trusted advisor to HVAC/R contractors, the Account Manager will leverage industry expertise and strong relationship skills to maximize revenue and market share in the assigned territory.

Key Responsibilities

• Manage assigned customer accounts and develop new accounts within the defined territory.
• Execute branch/region sales strategy: initiate regular calls/visits with existing customers, identify new prospects, understand their business and product requirements, and sell HVAC/R equipment, parts, supplies and services.
• Maintain accurate customer information, pricing details, sales forecasts and account plans.
• Conduct business reviews with top customers to understand their needs, build a plan to meet them, and track progress.
• Work closely with product managers, vendors and internal branch teams to stay current on product trends, competitive activity, and technical developments in the HVAC/R industry.
• Promote and leverage client's value-added services such as inventory management programs, delivery capabilities, warranty services, and e-commerce tools.
• Participate in branch marketing promotions, special pricing programs and other initiatives designed to drive growth.
• Submit weekly activity reports, forecasts, and territory updates to branch leadership.
• Frequent travel within the assigned territory to engage with customers.
• Other duties as assigned.

Qualifications

• Bachelor’s degree preferred, or equivalent experience.
• Approximately 5–8+ years of sales experience in HVAC/R or industrial wholesale distribution, with a successful track record of account growth.
• Strong understanding of HVAC/R equipment, parts, supplies, and the contractor business model.
• Excellent communication, presentation and interpersonal skills.
• Proficiency with CRM systems and standard office software.
• Strong analytical and strategic planning abilities.
• Valid driver’s license and reliable vehicle for territory travel.
• Customer-focused, self-motivated and results-oriented.
• Ability to operate in a fast-paced, evolving environment and collaborate effectively with cross-functional teams.