Strategic Account Manager, HVAC Service

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Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.

About This Role
This role requires the candidate to be able to identify service solution selling opportunities, work with key players within National & Regional Account customers and develop key strategic C-Level relationships with Service & Aftermarket customers who have a National / Regional presence. This role also requires the candidate to be able to collaborate across the North America Field Operations organization, the Strategic Account Team Leaders (Carrier Factory), and other Carrier Corporation National Leaders to drive growth within their assigned accounts.  

As the Market Leader for the North America Healthcare market, this candidate will act as the primary contact on all associated strategic customers and develop a professional relationship within their senior leadership with the purpose of understanding the customer needs and meets those within the bounds of contracted scope.  Additionally, this role will support the daily interactions with our Strategic Account Healthcare Team and their customers in an effort to expand the relationship and grow our overall share of wallet. 

Key Responsibilities

• Develop new business relationships with end-user clients while creating a business case to utilize Carrier Commercial Service and Aftermarket for service within their facilities and for replacement projects.

• Communication with end-user decision-makers including C-Level executives, VP of Operations, Directors of Facilities and Engineering professionals. Responsible to maintain/expand these relationships within assigned, existing client accounts as well as create new customer relationships. Act as a trusted advisor to customers across their enterprises within the healthcare vertical.

• Prepares and negotiates complex sales contracts with a large number of accounts

• Partner with the field sales and service team members, operations, branch and regional leadership as necessary.  Interacts well with Field Management and support their business growth targets.

• Work directly with building owners to improve system reliability, reduce energy consumption and improve the indoor environment.

• Create and implement strategic sales strategies to successfully position Carrier as the preferred supplier to secure targeted projects in a competitive environment.

• Manage current Carrier buying group relationships to maximize service and aftermarket sales.

• Effectively perform needs assessments, develop/coordinate sales proposals and estimates, and presentations. Work with operations, finance, legal and other inside and outside resources as needed to facilitate the sale and negotiate a satisfactory contract.

• Prepare accurate and thorough sales activity reports, forecast reports, Sales Force updates and expense tracking.

• Participate in civic and professional organizations to build a network of contacts to advance achievement of sales targets.

• Team sell with solutions partners to bundle solutions and expand Carrier participation in opportunities.

• Experience professional in National Sales Business Development Role. Participating in activities such as bids, trade shows, and customer relationship management.

• Responsible for representing the broader company's interests, and building business relationships to enhance sales business development performance that align with companies mission, purpose and strategy.

• Responsible for collecting and analyzing market data to call on current and potential customers

• Supports existing customer relationships and travel as necessary (estimated 60-70% travel)

• Works autonomously with limited oversight from manager

• Coaches and reviews the work of field level professionals

• Influences others regarding policies, practices and procedures.

Basic Qualifications  

• Bachelor’s Degree

• 10 Years of Experience in Service Sales

• Ability to Travel 50% Domestically

Preferred Qualifications

• Bachelor’s Degree in Engineering, Business or a related field

• MA/MS degree in related field

• Has advanced knowledge of the healthcare markets and those customers we interact with.

• Requires high level of technical and financial expertise to effectively and independently assist field offices in selling Carrier Commercial equipment and service.

• Related professional certifications preferred.

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Pay Range:

This position may be eligible for performance-based incentives/bonuses.

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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