Channel Partner Manager- Indirect Sales

CCR (Carrier Commercial Refrigeration)•Charlotte, NC

3d•Hybrid

About The Position

Main purpose: The Channel Partner Manager is responsible for developing, managing, and growing CCR’s Design & Build (D&B) contractor and indirect sales channel across the United States. The role focuses on building structured, long-term partnerships with preferred and certified contractors and resellers that enable scalable, standardized, and low-risk deployment of CCR product and solution portfolios. This role supports CCR’s strategy to prioritize quality of execution, repeatability, and long-term profitable growth by aligning contractor partners with CCR technologies, standards, and customer requirements across multiple product lines. The Channel Partner Manager will ensure CCR works with contractors who influence technology decisions, execute at scale, and support consistent delivery across strategic end users and targeted sectors. The successful applicant will report direct to the North American Sales Director. Strategic Context: CCR’s North American strategy is focused on: Partnering with customers and channels that enable repeatable and scalable growth Supporting regulatory and environmental transition through advanced refrigeration solutions Improving uptime, execution quality, and customer satisfaction Focusing resources where CCR solutions deliver long-term value rather than short-term volume Design & Build contractors and resellers play a critical role in translating specification into execution. This role ensures CCR is aligned with contractors who enable: Standardization of solutions Faster deployment of new technologies Reduced execution risk Stronger influence at project level

Requirements

5+ years’ experience in commercial refrigeration, HVACR, or related industry
Strong understanding of contractor-led project environments
Experience managing multi-state or national contractor relationships
Demonstrated ability to influence technical sales decisions
Strong commercial and relationship management skills

Nice To Haves

Experience with CO₂ refrigeration systems or energy-efficient refrigeration technologies
Experience working with food retail or cold chain customers
Knowledge of US regulatory landscape impacting refrigeration technologies
Experience in channel development or partner programs

Responsibilities

Channel Development & Partner Management
Identify, recruit, and develop national and multi-regional D&B contractor and reseller partners aligned with CCR strategic markets.
Establish and manage Preferred Contractor relationships.
Build structured engagement plans with key contractor partners across regions.
Drive adoption of CCR product standards, installation practices, and solution platforms.
Support contractor capability development around CO₂ and future technologies.
Sales & Growth Delivery
Drive specification and sales growth across CCR product lines through contractor relationships.
Influence contractor technology selection during early project stages.
Support repeat project execution through standardized solution deployment.
Deliver profitable growth aligned with CCR margin and execution objectives.
Execution & Quality Alignment
Ensure contractor partners understand CCR technical standards and startup requirements.
Work cross-functionally with engineering, field service, and product teams to improve execution outcomes.
Reduce project risk through early engagement and structured communication.
Support consistent installation quality across regions.
Market & Channel Intelligence
Maintain visibility of contractor capabilities, geographic coverage, and project pipelines.
Identify emerging regional leaders and technically advanced mid-sized contractors.
Provide feedback to product and leadership teams on market trends and contractor needs.
Support development of certification and partner enablement programs.