Solstice Advanced Materials

Senior Manager, OEM Account Growth – Stationary HVAC/R

Solstice Advanced Materials

full-time

Posted on:

Location Type: Remote

Location: Germany

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Job Level

Senior

About the role

  • Be accountable for revenue growth (both direct and channel‑served business), share gain, and transformation of the refrigerant portfolio at key OEMs.
  • Build and maintain strong relationships at multiple levels inside OEMs (executive, sourcing, R&D/engineering, sustainability, service).
  • Develop, deepen, and institutionalize strategic alignment and partnership with target OEMs in stationary cooling and heating.
  • Develop and execute multi‑year account plans, incl. technology roadmaps, for target OEMs & Non-Channel Accounts, covering platform conversions, next‑generation units, low‑GWP transitions, and aftermarket programs.
  • Coordinate cross‑functional teams (sales, business development, engineering, R&D, product management) to win OEM approvals and execute commercialization.
  • Negotiate long-term contracts to formalize new partnerships and implement new business models for mutual growth.

Requirements

  • Bachelor’s degree in Business Administration, Engineering, or a related field.
  • >10 year experience in B2B multinational sales, key account or business development roles, ideally in HVAC/R, chemicals, or engineered components, either selling to OEMs or working on project/product specification at OEMs.
  • Demonstrated experience and success managing complex accounts, growing partnerships navigating long specification cycles, and multi‑stakeholder decision processes.
  • Strong technical understanding of refrigeration and heat pump systems, refrigerants, their value proposition, and related regulatory drivers.
  • Hunting mentality, strong networking, influencing, negotiating and closing skills.
  • Strong communication skills in English; any additional European language will be an advantage.
  • Commercial and financial acumen, analytical mindset with the ability to interpret data and make informed decisions.
  • Experience working in a matrix/global organization, coordinating with teams in other regions and functions.
Benefits
  • We are an equal opportunity employer and value diversity within our company. We do not discriminate against anyone based on ethnicity, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability.
  • We ensure that individuals with disabilities are provided reasonable accommodations to participate in the application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B salesaccount managementbusiness developmentrefrigeration systemsheat pump systemsrefrigerantsdata analysiscontract negotiationproject specificationmulti-year account planning
Soft Skills
relationship buildingstrategic alignmentnetworkinginfluencingnegotiatingclosing skillscommunicationanalytical mindsetdecision makingcross-functional coordination
Certifications
Bachelor’s degree in Business AdministrationBachelor’s degree in Engineering