Job Description

About this Role

We currently have an excellent opportunity for a highly motivated, self-directed, and results-oriented Strategic Account Manager on our Commercial Real Estate Team, focused on business development, strategic account growth, and sales execution within the Commercial Real Estate market. The successful candidate will be responsible for growing commercial equipment, controls, and service sales while developing and managing a robust pipeline of opportunities across assigned territories.

This role requires a proven hunter mentality with demonstrated success identifying, developing, qualifying, and advancing opportunities through the sales funnel to drive sustainable revenue growth.

This position is open to candidates based anywhere within the United States, provided they live in close proximity to a major airport. Candidates must be willing and able to travel up to 50% to support customer engagements and business requirements.

Key Responsibilities

• Leverage existing Commercial Real Estate relationships for new business development.
• Develop and implement strategic plans to achieve sales targets in assigned accounts.
• Develop and maintain relationships with partners within large Commercial Real Estate organizations to influence design standards and projects for direct and indirect sales opportunities.
• Develop strategies for capital spending and operational priorities to align with customer ESG goals.
• Oversee sales activities and resources within sales channels in assigned accounts.
• Collaborate with local Carrier Commercial Sales, Service, and Controls teams on sales strategies that improve Carrier's competitive position.
• Track project activity and market opportunities.
• Acts as the primary contact with complex and strategic opportunities within the assigned accounts.
• Leads and promotes bid opportunities, participates in the preparation of bid responses, and negotiates with potential customers.
• Develops and promotes new customer contact leads for the sales business development team.
• Proactively supports and develops prospective projects with assigned customers and presents them to the sales business development team.
• Champion personal customer relationships with prospective accounts to influence opportunities.
• Develop customer presentations tailored to specific customer needs.
• Build, maintain, and manage a healthy sales pipeline of qualified opportunities to achieve and exceed annual bookings and revenue targets.
• Develop territory and account plans that drive pipeline growth, increase market penetration, and expand strategic account relationships.
• Utilize Salesforce.com and other CRM tools to effectively manage pipeline activity, forecast opportunities, and provide accurate business visibility.
• Consistently prospect, qualify, and advance new opportunities within Commercial Real Estate and Facility Management organizations.

Required Qualifications

• Bachelor's Degree with 5+ years of experience in HVAC industry sales or Commercial Real Estate OR high school diploma/GED with 10+ years of experience in HVAC industry sales or Commercial Real Estate.
• Valid Driver's License.
• Willingness and ability to travel up to 50% as required by business needs.

Preferred Qualifications

• Bachelor’s Degree in Engineering, Business, or Marketing.
• Demonstrated success building, managing, and closing a pipeline of strategic opportunities.
• Experience working with Commercial Real Estate ownership groups, operators, developers, REITs, property management firms, and/or Facility Management organizations.
• Established relationships within Commercial Real Estate and/or Facility Management companies.
• Demonstrated success selling solutions into Commercial Real Estate portfolios and Facility Management providers.
• Proven success in promoting and selling based on financial value propositions including life cycle costs and total cost of ownership.
• Strong written and verbal communication skills with the ability to interact with both external customers and cross-functional teams including sales, engineering, manufacturing, and marketing associates.
• Analytical thinking to strategically identify and target high-potential growth opportunities.
• Enterprise-level controls systems knowledge.
• Sense of urgency, self-initiative, dedication, and ownership.
• Outstanding follow-up and follow-through skills.
• Highly organized with strong attention to detail while effectively prioritizing competing requirements.
• Ability to build rapport and collaborate with local equipment, service, and controls teams.
• Unwavering customer service orientation.
• Experience utilizing Microsoft Office (Excel, Word, and PowerPoint).
• Working knowledge of Salesforce.com.
• Strong pipeline management, forecasting, and opportunity qualification skills.
• Acts as the primary contact with complex and strategic prospects for assigned customers.
• Leads business development activities for account management teams within defined customer segments to support business strategy.
• Leads and promotes bid opportunities, participates in preparation of bid responses, and negotiates with potential customers.
• Develops and promotes new customer contact leads for the sales business development team.
• Proactively supports and develops prospective projects with assigned customers and presents them to the sales business development team.
• Champions personal customer relationships with prospective accounts to influence opportunities and develops customer presentations for specific customer needs.