Sr Manager, Strategic OEM Partnerships Manager - Commercial HVAC

Job Number: 12126

External Description:

About This Role

This role will lead the development of new manufacturer relationships to expand Carrier's third-party equipment offerings, strengthen its competitive positioning, and accelerate profitable growth across North America. This is a commercially focused business development role responsible for identifying and engaging prospective OEM partners, developing compelling partnership opportunities, negotiating commercial agreements, and enabling successful market adoption.

The ideal candidate brings deep knowledge of the commercial HVAC equipment market, established industry relationships, and a demonstrated ability to build, grow, and execute manufacturer partnerships at the local level. Success requires an entrepreneurial mindset, strong business acumen, and the ability to influence both external partners and Carrier's regional sales organizations.

Would prefer candidates that can be hybrid in office to a Charlotte, NC office, but the position is open to remote candidates in the USA.

Key Responsibilities

• Commercial Business Development & OEM Partnerships
• Proactively identify, pursue, and secure new OEM partnerships that expand Carrier's commercial HVAC equipment offering and line cards.
• Build executive-level relationships with manufacturers and develop compelling commercial value propositions to establish Carrier as a preferred sales and distribution partner.
• Lead and support negotiations for manufacturer representation and other commercial partnership agreements.
• Partner with regional sales leaders to expand manufacturer partnerships into additional product categories, markets, and customer segments.
• Develop and manage a qualified pipeline of OEM partnership opportunities, from initial engagement through commercial agreement and market launch.
• Portfolio Expansion & Market Strategy
• Identify and prioritize product portfolio gaps and growth opportunities across commercial HVAC applications, including central plant, airside, hydronic, and related equipment systems.
• Partner with regional sales leadership to understand local market requirements, customer needs, competitive dynamics, and opportunities to expand Carrier's equipment offering.
• Develop business cases evaluating revenue, profitability, channel coverage, required investments, and potential commercial conflicts.
• Align third-party portfolio expansion with Carrier's broader equipment, controls, and service strategies.
• Commercial Execution & Revenue Growth
• Lead commercial launch strategies for newly established manufacturer partnerships in coordination with regional sales organizations.
• Develop and manage strategic OEM partnerships, establish revenue targets, market priorities, sales strategies, feedback, and performance expectations.
• Drive sales organization engagement and adoption of new product lines through coordinated go-to-market activities.
• Identify opportunities to cross-sell complementary equipment and expand Carrier's share of commercial HVAC projects.
• Strategic Leadership & Collaboration
• Collaborate with Sales, Product Management, Finance, Legal, Sales Operations, Aftermarket, and Sourcing to structure and execute successful partnerships.
• Navigate channel relationships, territorial considerations, and competing product lines to develop commercially sustainable agreements.

Required Qualifications  

• High School Diploma or GED
• 6+ years of commercial experience in Applied HVAC equipment sales, business development, manufacturer representation, or OEM channel development.
• 3+ years of experience in growing line cards or strategic partnerships with manufactures within the building mechanical systems markets.
• Ability to travel throughout North America up to 15% of the time.  

Preferred Qualifications

• Bachelor’s Degree
• Strong understanding of the North American applied HVAC market, including manufacturer representatives, distributors, OEMs, and direct sales organizations.
• Familiarity with OEM, manufacturer reps, contractor, consulting engineer, and building-owner purchasing dynamics in commercial HVAC.
• Strong financial and commercial acumen, including revenue growth strategies, distribution economics, gross margins, and channel agreements.
• Demonstrated track record of developing new business relationships and negotiating commercially successful partnerships.
• Direct experience securing new manufacturer principals or negotiating commercial HVAC representation and distribution agreements.
• Established relationships with commercial HVAC equipment manufacturers and industry leaders.
• Experience expanding third-party equipment line cards within a commercial HVAC rep firm, distributor, or OEM sales organization.
• Knowledge of complementary HVAC equipment, including pumps, cooling towers, boilers, airside equipment, hydronic systems, and central plant solutions.
• Willingness to travel throughout North America.

Job Number: 30221894

Community / Marketing Title: Sr Manager, Strategic OEM Partnerships Manager - Commercial HVAC

Location_formattedLocationLong: Florida, US