Carrier Operations Manager, HVAC CML Strategic Accounts in Texas
United States of America
CATXO: Carrier-Home Texas Remote Location, Remote City, TX, 06032 USA
In 1902, Willis Carrier solved one of mankind's most elusive challenges by controlling the indoor environment through modern air conditioning. His invention enabled countless industries, promoting global productivity, health, and personal comfort.
Today, Carrier innovations are found across the globe and in virtually every facet of daily life. We create comfortable and productive environments, regardless of the climate. We safeguard the global food supply by preserving the quality and freshness of food and beverages. We ensure health and well-being by enabling the proper transport and delivery of vital medical supplies under exacting conditions. We provide solutions, services, and education to lead the green building movement. These mark just a handful of how Carrier works to make the world a better place to live, work and play.
Each day, the Carrier team is working to meet some of the most unique and exciting global challenges in heating, air conditioning, refrigeration, building automation, fire, and security systems. To continue to maintain our role as a global leader, we are always looking for talented, ambitious individuals worldwide to join us.
Develop and maintain relationships with key decision-makers at multiple levels spanning project design and construction teams to best position Carrier solutions for new construction and replacement projects. Typical key decision-makers include C-Level executives, VP Design & Construction, VP Project Management, VP of Operations, and Directors of Facilities/Engineering. Act as a trusted advisor to these key decision-makers for all projects across their portfolio.
Using a Strategic Account plan, create a clear and deep understanding of customers' business goals and objectives, buying criteria, and value definition.
Coordinate a strategic sales approach, including relationship management, value definition, competitive positioning, proposal development, coordinated pricing, and common contract terms.
For targeted projects, coordinate strategy with local sales team members, operations, branch, and regional leadership as necessary.
Perform needs assessments, develop sales proposals, coordinate consistent pricing, estimates, specifications, and presentations. Engage Operations, Finance, Legal, Warranty, and other inside and outside resources as needed to support the customer and facilitate the sale.
Communicate with both the customer and local Carrier sales entity to follow through on sold projects and ensure satisfactory completion.
Participate in civic and professional organizations to build and maintain a network of contacts to advance sales targets' achievement.
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 bundle solutions/partners to enhance Carrier solutions.
TYPICAL EDUCATIONAL REQUIREMENTS:
BS degree in Engineering or Business plus 8 years of relevant experience
At least 6-10 years of directly related HVAC equipment sales experience within the Commercial Real Estate vertical market.
Related professional certifications preferred (LEED, PE, CSAM, etc.)
Demonstrated success selling value-added solutions in an indirect, bid-spec environment
Experience in a consultative selling role
Existing relationships with Carrier field sales leadership a plus
Requires a high level of technical and financial expertise to effectively and independently assist field offices in selling Carrier Commercial equipment and service
Demonstrated ability to support key accounts by engaging C-Suite decision-makers, understanding customer business objectives, defining relevant solutions, and communicating value-added benefits effectively.
Effective communication planning and development of C-Suite messages
Strong analytical skills with demonstrated ability to pull complex data from assorted sources and synthesize in both graphic and verbal format, such that the target audience easily understands it.
Proven ability to influence and work effectively across all levels of the organization
Highly organized with strong attention to detail, while also able to manage multiple priorities
Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
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