Littelfuse (NASDAQ: LFUS) is a diversified industrial technology manufacturing company shaping solutions for the safe and efficient transfer of electrical energy. Headquartered in Chicago, Illinois, USA, we serve customers across industrial, transportation, and electronics markets worldwide. With approximately 16,000 employees we design and manufacture innovative technologies that support electrification, energy efficiency, and advanced automation. Our global reach is matched by a culture that empowers innovation and long-term growth. Guided by our principles We Care, We Succeed With Our Customers, and We Own the Outcome, we work collaboratively, think boldly, and deliver solutions that move industries forward.
Position Summary
The HVAC/R Key Account Manager is responsible for leading strategic commercial relationships with major OEMs, system integrators, and key distribution partners in the Heating, Ventilation, Air Conditioning, and Refrigeration market segment.
This role drives revenue growth, expands Littelfuse’s product penetration, and positions our circuit protection, power control, and sensor solutions as preferred technologies within HVAC/R platforms.
The ideal candidate combines strong technical aptitude with strategic sales capability, enabling them to influence engineering, sourcing, product management, and executive‑level stakeholders.
Key Responsibilities
Account Strategy & Business Growth
- 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.
Customer Relationship Management
- 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.
Technical & Application Expertise
- 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.
Pipeline, Forecasting & Reporting
- 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.
Cross‑Functional Collaboration
- 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.
- Coordinate with global sales channels to align account actions across regions and manufacturing sites.
Qualifications
Required
- 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.
Preferred
- Experience selling electrical/electronic components (e.g., fuses, relays, semiconductors, sensors, protection devices).
- Familiarity with sustainability and energy‑efficiency trends in HVAC/R (heat pumps, variable‑speed systems, low‑GWP refrigerants).
- Technical sales experience supporting engineering design cycles.
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Artificial intelligence (AI) tools may be used in some portions of the candidate review process for this position, however, all final employment decisions will be made by a person.
Salary Range:
$104,400 - $161,760
The salary offered will vary depending on your location, job-related skills, knowledge, and experience.
At Littelfuse, we support employee growth and development. Guided by our culture principles, our teams work together to deliver value for customers and make a positive impact in the communities where we operate. We are an equal opportunity employer committed to fostering an inclusive workplace where everyone has the opportunity to grow and contribute. We offer competitive compensation and benefits, performance-based incentives, flexible work arrangements, and development opportunities.
