Key Account Manager - AC

Main ObjectiveAccelerate TCL growth in Panama by expanding RAC volume through retail and distribution accounts while developing LCAC opportunities through specialized dealers, contractors, installers, and light commercial customers.Key ResponsibilitiesDevelop and manage key accounts across retail distribution and specialized HVAC channels.Drive RAC sell-in and sell-out through retail chains, distributors, dealers, promotions, and account plans.Develop LCAC opportunities with specialized dealers, contractors, installers, and light commercial accounts.Negotiate purchase orders, pricing, promotions, displays, marketing support, and channel programs.Build monthly, quarterly, and annual sales plans by account, product line, channel, and seasonality.Monitor PSI, sell-out, inventory rotation, replenishment needs, and product mix by customer.Coordinate launches, in-store displays, merchandising, activations, trainings, and promotional campaigns.Prepare forecasts, sales reports, account reviews, pipeline updates, and management action plans.Main KPIsSales achievement by month, quarter, account, and channel.RAC volume growth, sell-in, sell-out, retail execution, and product availability.LCAC opportunity development through specialized and light commercial channels.Forecast accuracy, purchase order generation, and healthy inventory rotation.Growth in active retail doors, distributors, dealers, and specialized HVAC partners.Required ExperienceMinimum 5 years in sales, key account management, retail distribution, channel development, white goods, home appliances, HVAC, or air conditioning.Experience managing retail accounts, distributors, dealers, contractors, or specialized commercial partners.Experience with RAC, LCAC, white goods, appliances, electronics, or HVAC products is highly desirable.Strong knowledge of sell-out, PSI, inventory, promotions, product rotation, and retail execution.Knowledge of Panama market required. Spanish required; English preferred.Key CompetenciesCommercial mindset, negotiation capability, and results orientation.Strong account management, follow-up discipline, and execution urgency.Ability to analyze sales data, inventory, pricing, market trends, and customer performance.Capability to manage RAC retail growth and develop LCAC opportunities through specialized channels.Strong relationship-building skills with customers, partners, contractors, and internal stakeholders.