Job Description

About This Role

This role requires the candidate to be able to identify HVAC equipment and services solution selling opportunities, work with key players within National & Regional Account customers and develop key strategic C-Level relationships with Equipment, Service & Aftermarket customers who have a National / Regional presence. This role also requires the candidate to be able to collaborate across the North America Field Operations organization, the Strategic Account Team Leaders, and other Carrier Corporation National Leaders to drive growth within their assigned accounts.

As a Strategic Account Manager – Commercial Real Estate Vertical for the North America Commercial Real Estate market, this candidate will act as the primary contact on all associated strategic customers and develop a professional relationship within their senior leadership with the purpose of understanding the customer needs and meets those within the bounds of contracted scope This role supports Integrated Facilities Management (IFM) partners and commercial real estate customers managing diverse, multi-site portfolios across logistics, retail, industrial, office, data center, and other vertical markets. Success in this position requires a strong understanding of the unique operational needs within each segment, along with the ability to partner effectively with large IFM organizations to deliver consistent, scalable solutions. The role also leads direct solutioning for commercial real estate customers with geographically dispersed portfolios, aligning varied site requirements to portfolio-wide strategies. This position is responsible for driving sales of both Carrier equipment and aftermarket services, delivering integrated, lifecycle-based solutions.

Key Responsibilities

• Develop new business relationships with end-user clients while creating a business case to utilize Carrier Equipment, Commercial Services and Aftermarket for service within their facilities and for replacement projects.
• Communication with end-user decision-makers including C-Level executives, VP of Operations, Directors of Facilities and Engineering professionals. Responsible to maintain/expand these relationships within assigned, existing client accounts as well as create new customer relationships. Act as a trusted advisor to customers across their enterprises within the CRE vertical.
• Prepares and negotiates complex sales contracts with a large number of accounts
• Partner with the field sales and service team members, operations, branch and regional leadership as necessary. Interacts well with Field Management and support their business growth targets.
• Work directly with building owners to improve system reliability, reduce energy consumption and improve the indoor environment.
• Create and implement strategic sales strategies to successfully position Carrier as the preferred supplier to secure targeted projects in a competitive environment.
• Manage current Carrier Commercial Real Estate Account relationships to maximize service and aftermarket sales.
• Effectively perform needs assessments, develop/coordinate sales proposals and estimates, and presentations. Work with operations, finance, legal and other inside and outside resources as needed to facilitate the sale and negotiate a satisfactory contract.
• Prepare accurate and thorough sales activity reports, forecast reports, Salesforce updates and expense tracking.
• Participate in civic and professional organizations to build a network of contacts to advance achievement of sales targets.
• Team sell with solutions partners to bundle solutions and expand Carrier participation in opportunities.
• Experienced professional in National Sales Business Development Role. Participating in activities such as bids, trade shows, and customer relationship management.
• Responsible for representing the broader company's interests, and building business relationships to enhance sales business development performance that align with companies mission, purpose and strategy.
• Responsible for collecting and analyzing market data to call on current and potential customers
• Supports existing customer relationships and travel as necessary (estimated 45-50% travel)
• Works autonomously with limited oversight from manager
• Coaches and reviews the work of field level professionals
• Influences others regarding policies, practices and procedures.

Required Qualifications

• Bachelor’s Degree or HVAC technical certification
• 7+ Years of Experience in HVAC Service Sales, including experience in both equipment and services selling
• Ability to Travel 50% Domestically

Preferred Qualifications

• Bachelor’s Degree in engineering or a related field
• MA/MS degree in related field
• Has advanced knowledge of the Commercial Real Estate markets and clients
• Understands and can position energy efficiency and sustainability initiatives, including lifecycle optimization, electrification, and decarbonization strategies to drive customer value.
• Requires high level of technical and financial expertise to effectively and independently assist field offices in selling Carrier Commercial equipment and service.
• Related professional certifications