Account Manager, Residential and C&I Midstream HVAC - Fort Wayne, IN

Summary

ICF is a global advisory and technology services provider that helps clients solve complex challenges through expertise and technology. The Account Manager will support HVAC energy-efficiency programs by managing distributor and contractor relationships, developing project pipelines, supporting applications and reporting, and promoting program participation across Northern and Eastern Indiana.

Responsibilities

• Develop and maintain relationships across multiple organizational layers — from executive leadership and territory managers to branch managers, sales teams, and counter staff — as well as with local, regional, and national manufacturers, distributors, and contractors to support program participation
• Maintain ongoing communication with distributors and contractors to assess needs, answer questions, pre-qualify equipment, support application submissions and corrections, and provide sales and pipeline insights to inform client forecasting — effectively serving as an extension of their staff
• Track and report on outreach activities, including savings, application submissions, and pipeline projects, as well as strategies and outcomes tied to program goals. Prepare regular status reports to document performance, participation, and pipeline progress
• Oversee the distributor enrollment process, ensuring completion and accuracy of all paperwork and documentation
• Prepare and present program requirements and training sessions for distributor and contractor groups
• Promote program awareness and participation at trade shows, industry and stakeholder events, supply house counter days, and through ride-alongs with sales teams
• Contribute to the application review process, including helping with submission, resolving flawed applications and delivering rebate disbursement reports
• Use distributor dashboards to prepare scorecards and meet monthly with participating distributors to review results
• Conduct field QA/QC. Review and analyze QA/QC data for projects reported to client
• Research and analyze market technologies and equipment for midstream programs, including reviewing distributor websites, identifying eligible equipment, and matching products against program qualifying lists
• Assist program manager with the development and implementation of promotional strategies
• Must have a reliable vehicle for local travel. Requirements are 50% of the time. (reimbursement for mileage provided)

Skills

• To support our growth, we are seeking candidates with a strong background in sales and account management
• This position requires knowledge of HVAC energy efficient technologies associated with residential and commercial building systems
• * Bachelor's Degree (candidates can substitute one year of experience for each year of education)
• * 2+ years of industry outside sales experience
• * Must have a valid driver's license and successfully pass a Motor Vehicle Records (MVR) check
• * 5 + years of industry outside sales and/or business development experience or related work experience
• * Experience selling and managing accounts in HVAC equipment supply chains
• * Experience managing successful energy efficiency opportunities, with specific expertise working with any of the following: contractors, distributors, real estate, government, or commercial business customers
• * Proficiency in developing and/or implementing data collection, tracking and reporting processes (i.e. customer relationship management (CRM) efforts)
• * Experienced in mechanical, building material or electrical equipment distribution and sales with established relationships
• * Ability to work with all levels of internal employees, as well as outside clients and vendors
• * Proficiency in MS Office Applications (Dynamics, Word, Outlook, Excel)
• * Must have a reliable vehicle for local travel. Requirements are 50% of the time. (reimbursement for mileage provided)

Qualifications

Must Haves

• To support our growth, we are seeking candidates with a strong background in sales and account management
• This position requires knowledge of HVAC energy efficient technologies associated with residential and commercial building systems
• * Bachelor's Degree (candidates can substitute one year of experience for each year of education)
• * 2+ years of industry outside sales experience
• * Must have a valid driver's license and successfully pass a Motor Vehicle Records (MVR) check

Nice to Haves

• * 5 + years of industry outside sales and/or business development experience or related work experience
• * Experience selling and managing accounts in HVAC equipment supply chains
• * Experience managing successful energy efficiency opportunities, with specific expertise working with any of the following: contractors, distributors, real estate, government, or commercial business customers
• * Proficiency in developing and/or implementing data collection, tracking and reporting processes (i.e. customer relationship management (CRM) efforts)
• * Experienced in mechanical, building material or electrical equipment distribution and sales with established relationships
• * Ability to work with all levels of internal employees, as well as outside clients and vendors
• * Proficiency in MS Office Applications (Dynamics, Word, Outlook, Excel)
• * Must have a reliable vehicle for local travel. Requirements are 50% of the time. (reimbursement for mileage provided)

Benefits

• Flexible workplace arrangements
• Work-life balance
• Donation matching
• Volunteer opportunities
• Tuition reimbursement
• Access to professional development resources
• 401k matching
• Employee Stock Purchase Plan
• Professional growth support to develop personal goals and align them with the company purpose and values
• Internal employee community networks and forums
• Reimbursement for mileage provided