Strategic Account Manager

Job Description

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Carrier is the world’s leader in high-technology heating, air-conditioning and refrigeration solutions. Carrier is a part of UTC Climate, Controls & Security, a unit of United Technologies Corp., a leading provider to the aerospace and building systems industries worldwide.

Carrier Commercial Systems- Strategic Accounts is currently searching for a dynamic Strategic Accounts Manager (SAM) to manage and grow North American sales of HVAC Equipment and Service to both assigned and new customers in the Commercial Real Estate vertical. This is a remote field position and all locations will be considered.

The primary responsibility of the SAM is to achieve annual Sales targets by developing, implementing, and executing Strategic Account plans targeting all sales opportunities within assigned and new Strategic Account customers. Strong owner/executive relationships at Corporate HQ level are central to a Strategic Account plan.

Existing and future customers are comprised of both Direct and In-Direct customers. For In-Direct customers, you will engage local Carrier Commercial sales leadership leveraging local expertise to coordinate solutions and strategies that address customers’ specific project goals.

RESPONSIBILITIES

• Develop and maintain relationships with key decision makers at multiple levels spanning project design and construction teams to best position Carrier 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, and Directors of Facilities/Engineering. Act as a trusted advisor to these key decision makers for all projects across their 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, 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 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 bundle solutions/partners to enhance Carrier solutions.

EDUCATION / CERTIFICATIONS:

• Bachelor’s Degree in Engineering, Business or a similar field
• MBA preferred

EXPERIENCE / QUALIFICATIONS:

• At least 6-10 years of directly related HVAC Equipment Sales experience within the Commercial Real Estate vertical
• Related professional certifications preferred (LEED, PE, CSAM, etc.)
• Travel Required 50%
• 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 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, understand customer business objectives, define relevant solutions and communicate value-added benefit 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 is easily understood by the target audience
• 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

United Technologies Corporation 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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