Job Description

Regional Sales Manager

Western US Territory Remote Position

Autronica and Det-Tronics, are two strong business units within the Carrier portfolio. Our market focus includes the POG (Petrochemical, Oil & Gas) markets, both onshore and offshore, as well as many other industrial specialty hazard markets.

These two brands are collectively a $200 million business-- technologically innovative, global, and protect customers in many challenging environments with high end flame and gas detection products and systems.

Both organizations are part of the Carrier’s Global Industrial Fire Products business and have a global reach with manufacturing sites in Norway, the U.S. and sales presence around the globe.

We are seeking a Regional Sales Manager with hunter/challenger approach and experience developing and growing high potential territories from scratch, a successful candidate must have a proven success record working with channel partners, system integrators, engineering firms and direct end customers to support our business in the Petrochemical Oil and Gas, Power Generation and Distribution, Aircraft Hangars, Munitions and Clean Energy markets.

This would include developing and executing sales strategies for assigned regions and accounts and monitoring and reporting results against a plan to colleagues and senior management on a regular basis.

In this role, you will use your selling and problem-solving skills, strong analytical and logical thinking capabilities, and excellent communication skills to develop plans and strategies to establish, maintain and grow regional sales of company products, systems & services in the U.S.

Responsibilities Highlights

• Develop, maintain, and grow direct business with key end-users or national accounts
• Drive business growth and expansion into assigned region/channel and accounts for new, existing base and upgrade opportunities, working closely with other Regional Sales Managers, channel partners, marketing, and other internal stakeholders
• Support execution of sales objectives to achieve KPIs, including sales reporting, analytics, pipeline management, and bid preparation to drive growth in identified markets.
• Manage complex project pursuits or opportunity development from discovery to close
• Lead complex negotiations, define value propositions and strategies to improve the company’s position, ensure long-term contracts and recurrent revenue streams by developing Master Service Agreements.
• Advise, coach, and assist sales channels in their sales pursuit activities
• Develop and maintain a strong relationship with customers by reinforcing quality, continuous innovation, and solution selling
• This is a hunter position; it is expected to go after new accounts from prospecting to producing.
• Develop and maintain comprehensive account plans for each account or customer to help developing value propositions, strategies and tailor the company’s services and offering to the actual needs of the customer.

Required Qualifications:

• Bachelor's Degree
• 5+ years of diversified sales experience in the Technology Field
• Ability to travel at least 50% of the time.

Preferred Qualifications:

• ​Bachelor’s degree in business, technical field, or engineering discipline
• Understanding of industrial fire protection/suppression and flammable/toxic gas detection systems
• Knowledge and ability to integrate control systems through different protocols, such as Modbus, Ethernet Modbus, DLR Ethernet and Controlnet OPC
• Comprehensive Knowledge of Fire Protection standards such as NFPA’s, FM and UL
• Comprehensive knowledge on the Fire protection market, including Flame and Gas detectors and Fire control systems
• Ability to lead technical trainings for instrumentation and automation engineers to identify the best solutions with key automation players
• Strong selling and logical thinking skills along with thorough judgement to make strategic decisions as well as experience with large project sales initiatives and proposal development
• Ability to build relationships internally and externally
• Self-motivated with the ability to follow-up on issues and progress to meet leadership expectations
• Experience working cooperatively and respectfully on multicultural/cross-functional teams
• Knowledge of how to present ideas and strategies clearly to diverse audiences, leadership, and decision-makers
• Excellent written, verbal skills, and a passion for continuous improvement
• Capability to perform in a fast-paced and changing environment

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