Regional Key Account Manager (RKAM)

Imagine working at the forefront of technology in mission-critical buildings/infrastructures industries, with over 1,400 colleagues across the globe, and contributing to a legacy of excellence of nearly 100 years that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds, united by a shared mission to help our customers elevate building performance. Through smarter, more efficient solutions, we are helping to shape a more sustainable and carbon neutral world.

As part of our team, you'll be immersed in an environment that fosters growth, creativity, and collaboration. Here, you'll have the opportunity to push boundaries, tackle exciting challenges, and develop cutting-edge solutions that improve energy efficiency, reduce environmental impact, and support the infrastructure our communities depend on every day. Every contribution helps lower global carbon footprints and brings us closer to a cleaner, more resilient future. Together, we’re creating a legacy that goes beyond business, one that’s making our cities, and the world, more sustainable.

As a Regional Key Account Manager , you will be responsible for executing global account strategies within a designated geographic region by engaging with regional client teams, identifying regional opportunities and working closely with key internal stakeholders to drive strong sales performance and deep adoption of our technology within the account, through valuer articulation around energy efficiency, carbon abatement, and space optimization.

Key Accountabilities

Own, Build, and Drive Key Regional Account Relationships

• Build and nurture trusted relationships with regional account decisionmakers including senior executives and operational leaders.

• Develop a regional account map plan (“LAMP”: Large Account Management Plan) for each assigned account by identifying key local stakeholders across procurement, engineering, product, and operations.

• Update and maintain a comprehensive repository of contacts, roles, and influence areas specific to the region.

• Create account-specific action plans including the identification of local sales opportunities and areas for technology adoption.

• Collaborate with the MPS (Modular Products and Solutions) offering team and other product Offering Managers to develop or adapt solutions for the unique needs of customers.

Collaborate and Develop Global Key Accounts with GKAM

• Build and nurture trusted relationships with regional decision-makers, including regional senior executives and operational leaders.

• Serve as the primary local point of contact, ensuring that all interactions reinforce the global account strategy and value proposition.

• Collaborate closely with the Global Key Accounts Manager (GKAM) during regional visits, joint customer meetings, and strategic negotiations to ensure consistency and alignment.

• Support the GKAM by providing regional insights and facilitating introductions to key local influencers.

• Tailor the global “LAMP” plan for assigned Global accounts at the regional level by adapting key initiatives to the local market context.

• Translate global account objectives into region-specific action plans, including the identification of local sales opportunities and areas for technology adoption.

• Collaborate with the MPS (Modular Products and Solutions) offering team and other product Offering Managers to develop or adapt solutions for the unique needs of customers.

Forecasting, Order Management & Supply Chain Coordination

• Collect, verify, and communicate accurate regional forecasts regarding product volumes, timelines, and service needs across all the accounts assigned.

• Work closely with sales enablement, local supply chain, operations, SIOP, and inventory management teams to ensure the timely delivery of products and services.

• Negotiate and manage agreements that may require dedicated inventory, ensuring clarity on cost responsibilities and inventory risk sharing.

• Proactively manage supply chain constraints by coordinating with internal stakeholders and leveraging alternative channels if necessary.

• Develop annually a comprehensive product forecast by month using best intelligence on historical buying and future forecasts; update monthly as conditions change.

Contracting & Local Negotiation Support

• Assist in the negotiation and administration of local contract addendums and modifications based on global framework agreements.

• Provide local market insights and data to support pricing, terms, and contractual decisions, while working in close collaboration with the GKAM and legal teams.

• Maintain detailed, up-to-date records of all customer interactions, forecasts, and contract changes in the CRM, ensuring transparency and knowledge sharing.

Voice-of-Customer (VOC) & Market Feedback

• Systematically capture feedback on product performance, service quality, and market trends through regular customer interactions.

• Report VOC insights to the GKAM and relevant internal teams (e.g., value streams, engineering, supply chain) to drive continuous improvement.

• Monitor regional market dynamics, competitive activities, and emerging opportunities; provide actionable intelligence that supports strategic account decisions.

Regional Team Collaboration, Training & Collections Management

• Liaise with local sales teams, customer service, operations, order fulfillment, and other functional groups to ensure unified account management.

• Organize and lead internal meetings and training sessions focused on account-specific strategies and best practices.

• Provide account-specific training and mentoring to local sales teams, ensuring they understand the nuances of the global account strategy and are equipped to support regional initiatives.

• Identify regional accounts with potential to evolve into global accounts and recommend appropriate action plans.

Technology Selling, Conversion and Adoption

• Proactively learn, meet and develop relationships within the Sales, Account Management, Product Management (Marketing) and Product Development (Engineering) functions who develop, market and sell the final system offering (like Chillers, Heat Pumps) within our Clients. Develop a map of these key stakeholders. Learn their challenges and key goals, and specifically what is important to them in their market segments (weight, efficiency, speed, machine learning, optimization, flow data, speed of manufacturing, reduced time at job install sites, lead times, etc.). Be curious about them as people and their key needs, spend time getting to know them. Perform proactive, ongoing VOC alongside AFT Offering Management and Engineering team members, including Applications Engineering team members within the MPS Value Stream to join you.

• Based on what you learn, work with the MPS Value Stream team members to Actively present new technologies of Armstrong (eg, but not limited to, vertical pumping, parallel pumping, best efficiency staging, optimization, machine learning, services that optimize energy efficiency, uptime performance, unexpected downtime, etc.) in the right workshops and forums. Focus on our technologies that make the most sense in terms of improving their needs. Actively demonstrate how new technologies simplify the offering modularly, and will lead to better OTD performance and shorter Lead Times.

• Chart out, inside the LAMP plans, where the Client’s purchases are today, product by product, vs where they could be if the Client would adopt more modern technology, and link such conversion to solving their key needs. And develop a sequential plan of attack, with the client and with the right thought leaders inside Armstrong, to put them onto the track of adopting and obtaining more value and more stickiness with Armstrong. Make this plan explicit in the LAMP p