Key Account Manager – Air Conditioning

About the role

The Key Account Manager – AC will drive growth of TCL’s air‑conditioning portfolio in Panama. The role focuses on expanding RAC (room air‑conditioner) volume through retail and distribution channels while creating new LCAC (light‑commercial air‑conditioner) opportunities with specialized dealers, contractors, installers and light‑commercial customers.

Key responsibilities

• Develop and manage key accounts across retail distribution and specialized HVAC channels.
• Generate RAC sell‑in and sell‑out through retail chains, distributors, dealers, promotions and account plans.
• Identify and grow 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 per customer.
• Coordinate product launches, in‑store displays, merchandising, activations, trainings and promotional campaigns.
• Prepare forecasts, sales reports, account reviews, pipeline updates and management action plans.

Required profile

• Minimum 5 years of experience in sales, key account management, retail distribution, channel development or HVAC/air‑conditioning.
• Proven track record managing retail accounts, distributors, dealers, contractors or specialized commercial partners.
• Strong knowledge of sell‑out, PSI, inventory, promotions, product rotation and retail execution.
• Deep understanding of the Panama market; fluency in Spanish required, English preferred.

Required skills

What we offer

• Opportunity to lead market expansion for a leading air‑conditioning brand in Panama.
• Dynamic, results‑oriented environment with clear performance metrics.
• Professional development through cross‑functional collaboration and market‑focused projects.