Job Description

Go-to-Market Strategy

• Develop and maintain a SEA install base targeting framework to prioritise SRM and upgrade opportunities by country, site, equipment type, age and revenue potential.
• Define regional GTM playbooks for each upgrade category (e.g. chiller overhaul, VFD upgrades, etc.), including target customer profiles, entry triggers, and value propositions.
• Track and report upgrade pipeline health by country, providing forward visibility to leadership on opportunity coverage and conversion.

Commercial & Customer Engagement

• Partner with country sales teams to qualify, progress, and close SRM and upgrade opportunities — acting as the regional specialist resource (indirect order accountability).
• Lead customer-facing technical engagements for major upgrade projects, articulating energy savings, lifecycle cost, and reliability value propositions.
• Support account reviews and strategic customer meetings by bringing upgrade opportunity analysis and ROI framing.

Technical Support & Quoting

• Provide sizing, scoping, and technical configuration support for upgrade and SRM proposals across the region.
• Ensure quote quality and competitive positioning, working with product and engineering teams where required.
• Build and maintain a library of standard upgrade configurations, scopes of work, and customer-facing proposal templates.

Sales Capability Building

• Design and deliver structured upskilling programmes for country service sales teams on SRM and upgrades — covering opportunity identification, value selling, and technical fundamentals.
• Establish repeatable tools and job aids (pitch decks, objection handlers, ROI calculators) to enable independent selling over time.
• Monitor capability progress through competency assessments and pipeline activity, coaching individuals as needed.

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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