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.

Edwards is a global leader in providing fire alarm, mass notification, and hazard warning system solutions, through a seasoned authorized Value-Added Reseller (VAR) network. Edwards is also one of the key businesses that make-up the Carrier Fire & Security, HVAC, Refrigeration company (Ticker: CARR).

Edwards / Kidde Commercial - Strategic Accounts is currently searching for a dynamic Strategic Accounts Manager (SAM) to manage and grow North American sales of fire alarm & emergency call / mass notification solutions to both assigned and new clients in the Multi-Family/Senior Living vertical segments. The candidate should be knowledgeable in fire and life safety products and/or adjacent product lines (Emergency Radio Responder Communication Systems, Aspiration Detection, Gunshot Detections, Mass Notification, Digital Solutions, etc.) and have customer relationship management experience.

The primary responsibility of the SAM is to drive incremental solution sales, which are delivered by the Kidde Commercial and Edwards channel partner networks, achieving an annual Sales target by developing, implementing, and executing Strategic Account plans targeting all sales opportunities within assigned and new Strategic Account customers. Experience with developing and managing strong owner/executive relationships with C-suite or Corporate Headquarters level personnel are central to a Strategic Account plan.

Existing and future customers are comprised of both Direct and In-Direct clients. For Direct and In-Direct clients, the SAM will engage Kidde Commercial and Edwards District Managers (DM), as well as local Kidde Commercial and Edwards VAR sales leadership leveraging local expertise to coordinate solutions and strategies that address customers’ specific development and project goals.

This is a remote field position, and all locations will be considered.

Key Responsibilities

• Develop and maintain relationships with key decision makers at multiple levels spanning project design and construction teams to best position Kidde Commercial and/or Edwards’ solutions for both new construction and replacement projects. Typical key decision-makers include C-Level executives, VP Design & Construction, VP Project Management, VP of Operations, Directors of Facilities/Engineering, and Design Consultants. Act as a trusted advisor to these key decision makers for all projects across a client portfolio

• Using Strategic Account plan, create a clear and deep understanding of customers’ business goals and objectives, buying criteria and definition of value

• Coordinate a strategic sales approach including relationship management, value definition, competitive positioning, solutions overviews, support proposal development, and coordinated pricing

• For targeted projects, coordinate strategy with local Kidde Commercial and/or Edwards DM partner sales team members

• Perform needs assessments, develop solutions meeting or exceeding needs for a given opportunity or client, create and deliver specifications, and presentations. Engage Operations, Finance, Legal, Warranty and other inside and outside resources as needed to support client’s needs and facilitate the sale

• Communicate with both the client, and local DM sales entity to follow through on sold projects and ensure satisfactory completion

• Participate in professional organizations to build and maintain a network of contacts to advance achievement of sales targets

• Actively participate in sales meetings, workshops, seminars, training, and tradeshows. Keep current and engaged on Vertical market trends

• Continue to pursue in-depth product and service knowledge and acquire deeper selling, technical, and financial skills

• Engage in collaborative team selling to bundled or integrated solutions/partners to enhance Kidde Commercial and/or Edwards’ solutions, which may include working in collaboration with other Carrier business units

• Engage with large engineering firms and contractors specializing in assigned vertical segments to develop opportunities for Kidde Commercial and Edwards channel partners

• National travel required up to 75%

Required Qualifications

• High school diploma or GED

• 5+ years of Fire Alarm and Emergency Call Equipment Sales or other building solutions (HVAC, Building Automation) experience

• Valid driver’s license

Preferred Qualifications:

• Bachelor’s Degree

• Demonstrated ability to work within the Multi-Family and/or Senior Living verticals

• Experienced in utilizing Microsoft Office 365, CRM tools, Webinar tools, such as Zoom, Microsoft Teams, etc.

• Demonstrated success selling value-added solutions in an indirect, bid-spec environment

• Experience in consultative/solution selling

• Ability to communicate technical and financial strategies effectively, and independently assist partners and DMs in promoting Kidde Commercial and/or Edwards solutions to clients

• Demonstrated ability to support key accounts by engaging C-Suite and Director of Engineering decision makers, understand customer business objectives, define relevant solutions and communicate value-added benefit effectively

• Strong analytical skills with demonstrated ability to pull data from assorted sources and translate into a format that is easily understood by the target audience

• Proven ability to influence and work effectively across all levels of an organization

• Highly organized with strong attention to detail, while also able to manage multiple priorities

RSRCAR

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