SCOPE OF THE POSITION :
Collaborating with Business Development Consultants and Directors of the different business area, lead and grow a portfolio of key clients in the Data Center sector (consultants, hyperscalers, and global colocation providers) positioning Daikin as their trusted partner for HVAC solutions.
Act as the single commercial and technical interface across the full project lifecycle, from first enquiry to final delivery and payment, ensuring customer satisfaction, profitable growth, and valuable market feedback to guide business strategy. Act to respect bookings and margins established.
Position in the organization:
Report to: Director – Data Centre Product & Business Strategy
Work with: Sales & Marketing DC, Sales Network, Daikin Group Companies
ACTIVITIES :
Key Responsibilities include but are not limited to the following.
- Key account management: maintain and expand relationships with assigned data‑center clients and influencers to secure master purchase agreements (MPAs) and repeat project wins.
- Project management:
- manage the full commercial process from enquiry to delivery, ensuring accuracy of CRM data, pipeline forecasts, and margin control;
- Coordinate internal stakeholders (Application Engineering, Product Management, Service, Finance) to deliver tailored HVAC solutions that meet client specifications and profitability targets
- Regional & Global Alignment:
- work closely with other Key Account Managers (KAMs) across Daikin Applied Europe and wider EMEA
- interface with global/other‑region KAMs for hyperscaler and multi‑region colocation accounts.
- Business‑Development and targets
- Follow‑up, qualify and advance leads generated by the Central Data‑Centre BD team, converting them into bookings.
- Deliver on annual targets for bookings, invoicing, margin, and account growth; track KPIs and implement corrective actions as needed
- Share structured market and customer insights with leadership and product teams to anticipate trends and guide innovation. (Voice of customer)
- Governance & Compliance:
- Ensure all proposals, contracts and deliveries comply with Daikin policies, ethical standards and local regulations.
Relational Level : NA (N), Occasional (O), Frequent (F)
|
Inside contacts
|
Level |
External contacts |
Level |
|
Manufacturing |
O |
Clients |
F |
|
Administrative
|
F |
Potential clients |
F |
|
Middle Mngt. |
F |
Prof. contacts, association… |
A |
|
Top Mngt |
A |
Suppliers, contractors… |
A |
|
Sales |
F |
Public administration |
N |
|
Daikin network |
F |
|
|
Work Conditions
Site: hybrid work
Working Hours: normal
Office presence in Cecchina or regional Daikin locations as required
Travels : Occasional
Reason : Key Account visits – Fairs – Daikin network
English use: Essential, Other language is appreciated
Required Skills and Abilities :
Education: Bachelor’s or Master’s degree in Mechanical or Electrical Engineering (or related technical field).
Experience & Knowledge
Minimum 8-10 years of combined experience in HVAC and/or Data‑Centre vertical markets, including chiller/precision cooling knowledge.
Proven success in managing large, multi‑site, or multinational key accounts and complex sales cycles
Understanding of infrastructure and building systems in large-scale or critical environments.
Solid analytical skills
Fluid English, other languages are an advantage
Personal skills :
Customer‑centric & results‑oriented, able to translate customer requirements into engineered solutions.
Strategic thinker with strong business acumen
Excellent communication and relationship-building skills, with a strong orientation to teamwork and cross-cultural collaboration
Ability to negotiate with persuasive communication and presentation skills
Adaptable & agile in a fast‑evolving market
Integrity & accountability in all engagements
Level:
Fom level 7 to Q based on experience