New Installation Regional Sales Leader

Carrier Corporation • Chicago, IL

13d

About The Position

As a New Installation (NI) Regional Sales Leader, you will be responsible for growing the new installation orders within the region by driving growth in underserved vertical markets. You will do this by guiding and coaching the New Installation Sales Managers and Branch Managers to achieve their team NI orders goals, and to achieve the total Regional New Installation order’s goal. You will implement the North American sales initiatives by developing and driving long term, and short to medium term strategies. In addition, you will be responsible for implementing processes and standards to improve team performance. This position will report directly to the Regional General Manager and dotted line to the North American Sales Leader.

Requirements

• High School Diploma or GED
• 7+ years of sales or management experience.
• Valid driver’s license.
• Ability to travel 30% domestically.

Nice To Haves

• Bachelor’s degree in Engineering, Business, Marketing, or a related field.
• Proficient in Microsoft 365 applications.
• Ability to motivate and lead.
• Strong interpersonal, communication, organization, technical and analytical skills.
• 8+ years of experience in a supervisory role.
• Sales, HVAC, Building Automation, and controls knowledge.
• Experience using Customer Relationship Management (CRM) and driving usage with team members.
• Ability to deliver compelling presentations to potential customers.
• Experience analyzing market and company data to build business strategies.
• Ability to relate to people at all levels, and to communicate both on a technical and non-technical basis.

Responsibilities

• In conjunction with the Regional General Manager, you will recruit, train, develop, and coach the NI sales and branch managers, and be actively involved in the hiring process by interviewing all finalist to provide feedback to the hiring manager.
• Establish and maintain personal long-term customer relationships with large or important target customers to influence opportunities. Encourage the sales and Branch managers to do the same and to be actively involved in local networking organizations.
• Work with the management teams to Identify and qualify new business development opportunities, M&A targets, and customers.
• Responsible for ensuring that the sales teams are fully trained and driving full utilization of the ALC Field sales tools, processes and standards to enhance performance of the sales teams. This includes Construct Connect, Performance Management Optimizer (PMO), Opportunity Optimizer (OO), Account Optimizer (AO), Sales Process Optimizer (SPO) and Salesforce.com (SF.com) utilizing all the features of SF.com as a complete Customer Resource Management (CRM) tool.
• Responsible for coordinating with the Regional Service Sales leader to pull through service on all new installation orders.
• Ensure that the sales leaders are establishing and driving account management initiatives consistent with strategic regional direction.
• Establish clear performance expectations for the sales leaders. Use standards to assess the behavior, activities, and performance of each salesperson. Provide consistent feedback to motivate sales leaders toward improved performance.
• Coach and mentor the leaders to successfully position WebCTRL to customers in a compelling way through demonstrations, presentations and contract negotiations.
• Analyze the markets to guide the sales leaders to achieve market penetration, profitability, and growth. Must understand the business environment of local markets including competition, purchasing and business trends.
• Ensure the local teams have an established cadence and structure for persuasive, persistent, and consistent sales coverage of owners, engineers and contractors.
• Develop, coach and mentor the sales and branch leaders to lead their teams toward growing their business with new opportunities, and existing accounts by generating a high level of sales activity, maximizing gross margin, return on sales, revenue, and managing opportunities throughout the sales cycle from initial contact to close.
• Lead the teams to execute growth strategies consistent with the overall ALC Field business strategies. Ensure the sales management team is coordinating with the other local Carrier teams to leverage our combined strength in the local construction market.
• Set aggressive team goals consistent with the Regional business plan. Manage performance improvement and provide feedback to the Regional manager for success.
• Develop sales forecast and provide input for annual budgets.
• Conduct weekly one-on-one reviews with the managers, regular pipeline reviews, monthly sales management meetings and ongoing strategic opportunity reviews. Ensure that they are doing the same with their sales reps to maintain a correct and balanced focus on the sales stages for individual opportunities, close dates, and the probability of closing, as well as other pertinent information.
• Ensure compliance with all ALC Field sales processes, legal requirements, all state, local and federal legal requirements, and leading their sales teams with the highest business ethics.
• Review estimates, proposals and contracts for accuracy and quality. Provide training as needed for the sales and branch managers to accurately do the same for their sales reps.
• Fully engage with the Regional leadership team as part of the “Office of the Regional Manager” as well as the ALC Field North American Sales leader to provide ongoing feedback regarding market trends, customers, initiatives, training, issues, suggestions and successes.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED
• Number of Employees: 5,001-10,000 employees