HVAC Channel Account Manager - Northeast

Location

This role will be based regionally in the Northeast US.

Reporting

This position will report to the Strategic Accounts Director, HVAC.

Summary of Role

The Channel Account Manager, HVAC/Heat Pump and Home Electrification is a partner-facing role focused on helping home service contractors adopt and scale Palmetto’s LightReach Finance program. You will be responsible for onboarding contractor partners, training their sales teams, and supporting successful in-home sales adoption.

In the early stage, this role will focus heavily on top of funnel partner relationship building and recruitment of new partners. Over time, the role will become more focused on partner support and enablement, and is ideal for someone who has worked in residential in-home sales and understands how homeowners make decisions around major home upgrades. You should be confident leading live sales trainings, coaching front-line sales professionals, and providing ongoing field support.

Strategic & Tactical

• Identify, recruit, and onboard new partners based on Palmetto LightReach business objectives.
• Serve as the primary point of contact for assigned contractor partners across residential home services trades.
• Lead on-site and virtual trainings for sales reps on how to position, present, and close the LightReach program in the home.
• Collaborate with Sales and General Managers to drive alignment and adoption at the leadership level.
• Support sales teams through ride‑along, objection handling, and in‑home pitch coaching.
• Monitor LightReach activity, adoption rates, and engagement metrics; proactively address friction points.
• Partner with internal teams to refine tools, resources, and partner support processes.
• Gather field‑level feedback to inform platform improvements and partner enablement content.
• Ensure a high level of professionalism and partner satisfaction across every touchpoint.

Required Experience

• 3–5 years of experience in residential in‑home sales (HVAC, plumbing, electrical, generators, roofing, or similar)
• 2–4 years in a partner‑facing or field enablement role (Sales Trainer, Territory Manager, Manufacturer Rep, etc.)
• Demonstrated ability to train and coach salespeople in person and virtually
• Experience working with or for contractor businesses in the home services industry
• Strong presentation, relationship‑building, and problem‑solving skills
• Willingness to travel up to 75% regionally/nationally
• HVAC Experience is required

Success Defined

• New Contractor onboarding.
• Grow LightReach adoption and transaction volume among assigned partner accounts.
• Improve frontline sales team confidence and accuracy in presenting the LightReach Program.
• Shorten time-to-productivity for new contractor partners.
• Increase partner satisfaction through proactive relationship management.

Employment is contingent upon the successful completion of a background check.

Equal Employment Opportunity

Palmetto embraces diversity and is an Equal Employment Opportunity employer. Employment is decided on the basis of qualifications, merit, and business need. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or any other status protected under federal, state, or local law.

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