Job Description

Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.

About This Role

Manages the Commercial Distribution Sales Organization which includes a number of smaller customer teams including multiple teams led by managers and or supervisors of Account Management professionals and agents/brokers. Oversees account management activities and ensures short-to-medium term operational plans are met. Strategizes account management plans in support of the discipline and provides recommendations to leadership on critical account management strategies for the Electrical Wholesale, Industrial, Builder and other Commercial Channels.

Key Responsibilities

• Responsible for delivering all Sales & Profit targets including forecast and execution for sales and investment needs within assigned area of responsibility.

• Acts as the primary contact with the highly visible/valuable account management teams and/or strategic prospects, develops a professional relationship with the purpose of understanding and meeting the customer needs and within the bounds of contracted scope.

• Manages business development activities for account management teams to support the business strategy defined by executive leadership and market dynamics.

• Pursue major channel & customer expansion opportunities via product line reviews and opportunistic selling, reviews final customer responses with team, negotiates with potential large/complex customers and builds and maintains customer relationships to win product placement & execution.

• Contacts on a regular basis, leads the relationships with account management teams to discuss their needs, and to explain how these needs could be met by specific products and services in order to create new client base and increase sales.

• Leads team to drive product line reviews & joint business plans, presents new business proposals for account management teams, negotiates value, and addresses resistance in order to develop the territory or business.

• Establishes personal long-term customer relationships with account management teams to influence selling opportunities.

• Responsible for career development for direct reports and other team members to ensure continuity and succession plans are in place to maximize team performance.

• The ability to quickly analyze considerable global seed market information and be able to process and synthesize the data to make critical decisions.

• Excellent communication, analytical and negotiation skills with experience leading team transformation

• Strong people leader, able to lead a diverse & distributed/remote team.

• Utilize Microsoft Office applications (Excel, PowerPoint, etc.)

Required Qualifications

• Bachelor’s Degre

• 10+ years’ of experience in Consumer Goods, Retail and/or Industrial/B2B channels in customer facing roles

• 5+ years of experience managing national retail, B2B/Electrical Wholesale, Industrial and field based customers

• 3+ years of experience in a people leadership role

• Must be able and willing to travel across national and international borders 25-50% of the year

Preferred Qualifications

• Bachelor’s Degree in Business

• MBA preferred.

• Customer HQ experience

• Additional experience with digital commerce and/or trade marketing roles

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