Job Description

Company / Location Information

A.O. Smith is a global leader applying innovative technologies and energy-efficient solutions to products manufactured and marketed worldwide. The company is one of the world’s leading manufacturers of residential and commercial water heating equipment and boilers, as well as a manufacturer of water treatment products for residential and light commercial applications. A. O. Smith is headquartered in Milwaukee, Wisconsin, with approximately 12,000 employees at operations in the United States, Canada, China, India, Mexico, the Netherlands, and the United Kingdom.

Primary Function

The National & Aquatics Key Accounts Sales Manager –is responsible for driving profitable revenue growth across assigned national key and specialty accounts for tank and boiler products and dedicated aquatics-focused customers. This role supports both large, multi-location national customers and specialized aquatics accounts, including hospitality, municipal, fitness, and recreational facilities. The position is sales-focused, emphasizing specification influence, project development, distributor coordination, and successful conversion of pool heater opportunities across commercial and residential aquatic applications. This position also works collaboratively with other regional sales managers/senior sales managers within the company to support sales goals.

Responsibilities

National & Aquatics Account Management

• Manage and grow assigned national key accounts and aquatics-focused key accounts with responsibility for pool heater sales performance.
• Develop and execute sales plans that address both national account strategies and the unique requirements of aquatics customers.
• Build and maintain senior-level relationships with national account decision-makers, aquatics operators, owners, and contractors.
• Serve as the primary sales contact for pool heater-related pricing, specifications, and contract discussions within assigned accounts

Business Development & Opportunity Development

• Drive new business opportunities within commercial and residential aquatics markets, including hotels, resorts, multifamily, aquatic centers, and municipal pools.
• Engage engineering firms, design-build contractors, mechanical contractors, and pool specialists to influence specifications and system selection.
• Identify and pursue national rollouts, program business, and repeat-project opportunities related to pool heater applications.
• Develop customer-specific value propositions emphasizing system reliability, performance, energy efficiency, and lifecycle cost

Distributor & Sales Channel Collaboration

• Collaborate with national and regional distributors to support both national account programs and aquatics-focused projects.
• Coordinate closely with regional sales teams and manufacturer representatives to ensure consistent coverage and execution.
• Support distributor and customer training related to pool heater products, applications, and system solutions.
• Assist in resolving commercial, logistical, and delivery issues to ensure customer satisfaction.

Forecasting, Planning & Reporting

• Maintain accurate sales forecasts and opportunity pipelines for national key and aquatics accounts.
• Provide demand forecasts and project visibility to support SIOP and operational planning.
• Track baseline sales growth, new project wins, and program performance across assigned accounts.
• Communicate regularly with sales leadership regarding account status, risks, and growth opportunities.

Customer & Industry Engagement

• Represent the company in customer meetings, site visits, and industry events related to key accounts, pool heating and aquatics markets.
• Serve as a knowledgeable sales resource on key accounts, pool heater applications, codes, and market trends.
• Gather customer feedback to support continuous improvement in sales execution and customer support.

Qualifications

Basic Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or a related field.
• Minimum of five (5) years of experience in national accounts, key account sales, or aquatics-related commercial sales.
• Experience selling HVAC, water heating, pool equipment, or related mechanical systems.
• Demonstrated ability to manage complex, multi-stakeholder sales cycles.

Preferred Qualifications

• MBA or advanced business degree preferred.
• Working knowledge of pool heating technologies, hydronic systems, or commercial HVAC solutions.
• Experience supporting national account programs and specialized aquatics customers.
• Strong financial acumen including pricing strategy, margin management, and forecasting.
• Excellent communication, presentation, and negotiation skills.
• Proficiency with CRM systems and Microsoft Office tools.
• Ability to travel approximately 60–75%.

Education

We Offer

Competitive compensation package and comprehensive benefits plans which include medical and dental insurance, company-sponsored life insurance, retirement security savings plan, short- and long-term disability programs and tuition assistance.

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ADA Statement & EEO Statement

In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.

We consider all applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, gender identity and expression, marital or military status. We also provide reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local law.