Regional Sales Manager

Job Number: 11797

External Description:

Carlyle, a Carrier business unit, provides products and technical sales support to internal Carrier teams and external HVAC/R customers worldwide. Its B2B model serves both OEM and after-market channels. With manufacturing support in Asia and North America, the Carlyle Sales Team helps guide Carrier/Carlyle compressor development strategies and manages customer-facing activities.

About This Role

We are looking for a motivated, independent sales professional with strong technical, commercial, and business acumen. This customer-facing role is responsible for growing Carlyle revenue and profitability across assigned accounts and territory by developing trusted customer relationships, identifying new opportunities, and coordinating technical and commercial solutions. The successful candidate will combine consultative selling, account ownership, disciplined follow-through, and excellent communication and organizational abilities to serve as the primary business contact for customers.

The Regional Sales Manager position is remote, preferably in the Eastern/Central Time Zone USA, near a major airport.

Key Responsibilities

• Own and grow selected Eastern U.S. and Canadian customer accounts, serving as the primary commercial contact and developing account plans that support Carlyle’s short- and long-term revenue and profitability objectives.
• Build relationships across customer engineering, purchasing, operations, sales, product management, quality, finance, and leadership teams; conduct regular customer visits and document opportunities, concerns, commitments, and follow-up actions.
• Develop new business within assigned markets by identifying applications, projects, competitive conversions, and cross-selling opportunities across Carlyle compressor, accessory, service-part, and related technology portfolios.
• Prepare quotations and customer-specific pricing recommendations; evaluate costs, margins, multipliers, freight, and market conditions; negotiate commercial terms; and communicate approved pricing actions to customers.
• Coordinate technical sales support with Application Engineering and Product Management, including compressor and accessory selection, performance data, application guidelines, simulation and selection tools, refrigerant transitions, and technical presentations.
• Partner with Customer Service, planning, logistics, manufacturing, finance, quality, and engineering to resolve order, delivery, payment, warranty, quality, and application issues; maintain ownership of customer communication.
• Monitor open orders, backlog, lead times, delivery performance, past-due balances, and customer commitments, escalating business risks and coordinating recovery plans when required.
• Support Sales, Inventory and Operations Planning (SIOP) activities by maintaining accurate monthly and annual forecasts, explaining changes in demand, and identifying product transitions, new projects, and risks to the sales plan.
• Maintain accurate account assignments, customer contacts, market segments, pricing information, opportunity notes, and call or visit reports in approved business systems and shared account-management tools.
• Gather and communicate market intelligence, customer feedback, competitive activity, regulatory developments, and changing application requirements to help guide product, pricing, marketing, and compressor-development strategies.
• Represent Carlyle at customer meetings, technical training, industry events, and regional or international trade shows; coordinate customer meetings and deliver audience-specific commercial and technical presentations.
• Communicate product, quality, safety, supply, and pricing notifications to assigned customers, track acknowledgments and required actions, and maintain appropriate documentation.
• Estimated 35% Travel within the United States with occasional International Travel.

Required Qualifications

• Bachelor’s degree with 3+ years of HVAC, refrigeration, technical sales, application engineering, or account-management experience; or High School Diploma with 5+ years HVAC, refrigeration, technical sales, application engineering, or account-management experience.

Preferred Qualifications

• Experience with commercial and residential refrigeration compression technologies and applications, including reciprocating, screw, scroll, rotary, and variable-speed products.
• Understanding of Variable Frequency Drive (VFD) products and applications.
• Knowledge of current and emerging refrigerants, including low-GWP and natural refrigerants such as CO2, ammonia, and propane.
• Experience with sales forecasting, margin analysis, pricing, customer account planning, and technical or consultative selling.
• SAP and Salesforce knowledge and experience.
• Demonstrated ability to manage customer relationships, develop quotations, communicate technical information, negotiate commercial matters, and coordinate cross-functional issue resolution.
• Strong written, verbal, presentation, organizational, and follow-through skills, with the ability to work independently in a customer-facing role.
• Proficiency in Microsoft Office, including Word, PowerPoint, and Excel.

Job Number: 30219388

Community / Marketing Title: Regional Sales Manager

Location_formattedLocationLong: Florida, US