Light Commercial Sales Channel Manager

Carrier

About The Position

Carrier, global leader in intelligent climate and energy solutions, is committed to creating innovations that bring comfort, safety and sustainability to life. Through cutting-edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure the safe transport of food, life-saving medicines and more. Since inventing modern air conditioning in 1902, we lead with purpose: enhancing the lives we live and the world we share. We continue to lead because of our world-class, inclusive workforce that puts the customer at the center of everything we do. For more information, visit corporate.carrier.com or follow Carrier on social media at @Carrier. At Carrier/ICP, we currently have an exciting opportunity in the East region for a self-directed and results-oriented Channel Manager. This position has responsibility for driving ICP Light Commercial (LCML) HVAC sales and margin growth through our distributors. Regions in the East and Southeast region. As a Light Commercial Sales Channel Manager, you will Lead ICP’s established distribution customers. Overseeing distribution channel management activities and ensuring short to medium term objectives and goals are met. Develops distribution channel management plans in support of the discipline and influences leadership on critical distribution channel management sales strategies. Seeking experienced Distribution Channel Management professional, overseeing and participating in various sales and customer relationship management processes. Responsible for representing the company's interests and building business relationships to enhance sales performance of ICP’s light commercial products. This role serves the East coast region of the US. Job location base is flexible within that area given proximity to a metropolitan airport.

Requirements

High School Diploma or GED.
3+ years of experience working in the HVAC industry.
5+ years of combined work experience in sales, product management, engineering, and/or marketing.

Nice To Haves

Bachelor’s Degree.
2 Step Distribution Process Experience.
Light Commercial Sales Experience (i.e. Rooftop HVAC Units).
Strong Executive Presence and ability to coherently engage with client and Carrier C-suite Executives to help make business decisions.
Strong written and verbal communication skills with ability to interact with both external customers and across functional teams of sales, engineering, manufacturing & marketing associates.
Sense of urgency, self-initiative, dedication and sense of ownership.
Outstanding follow-up and follow-through skills.
Highly organized with strong attention to detail, with the ability to prioritize.
Unwavering customer service orientation with appropriate level of customer empathy.

Responsibilities

Acts as the primary contact with the highly visible / valuable distribution and channel management teams and/or strategic prospects, develops a professional relationship with the purpose of understanding and meeting the customer needs and within the bounds of contracted scope.
Establish action plans and sales targets for each territory and reviewing progress with local sales management on a regular basis
Partner with sales channel to identify and sell sizeable light commercial opportunities.
Identify and visit key customers and determine sales strategy to obtain their business. This would consist of contractors, consulting engineers, building owners and developers who are purchasing and specifying light commercial projects.
Provide regular updates to Carrier's senior management on performance of assigned territories, sales channels and initiatives.
Collaborate across Carrier functions and business divisions in all territories to identify replacement opportunities and upcoming projects with existing customers.
Work with marketing to identify Carrier product strengths vs competition and implement plans and communication to capitalize.
Aggressively manage performance of distribution channels for driving Light Commercial products.
Establish an ongoing and integrated set of metrics to proactively and retrospectively measure the success of the enterprise in successfully growing sales volume and margin for Carrier commercial HVAC and the sales channel.
Engage independent sales channel principals in regularly planned assessments of the enterprise regarding performance, productivity, and quality and customer satisfaction.
Assure sales channel is meeting its obligations and responsibilities as outlined by the commercial charter.
Prepare a contingency plan in each geographic region in the event sales channel performance is not satisfactory.
Generate positive enthusiasm and excitement in the marketplace for the Carrier light commercial HVAC portfolio.
Actively engage in industry associations and activities to promote the Carrier commercial brand and portfolio.

Benefits

Employees are eligible for benefits, including:
Health Care benefits: Medical, Dental, Vision; wellness incentives
Retirement benefits
Time Off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty; military leave; purchased vacation
Disability: Short-term and long-term disability
Life Insurance and Accidental Death and Dismemberment
Tax-Advantaged Accounts: Health Savings Account; Healthcare Spending Account; Dependent Care Spending Account
Tuition Assistance
This position is entitled to short-term cash incentives, subject to plan requirements.
The annual salary for this position is between $143,250 – $200,750.