Job Number: 2789

External Description:

Strategic Accounts Associate Director - HVAC Retail 

Ideal candidate will be located in Charlotte, NC or Atlanta, GA

Carrier is a leading provider of building technology solutions and services – including HVAC, refrigeration and building automation – to enable healthy, safe, and sustainable building and cold chain solutions. From the beginning, we've led in inventing new technologies and entirely new industries. Today, we continue to lead because we have a world-class, diverse workforce that puts the customer at the center of everything we do. Carrier's Commercial HVAC Strategic Accounts organization identifies improvement opportunities and provides actionable insights to deliver better customer outcomes in health, safety, efficiency, and occupant experience.

We are seeking a Strategic Account Leader for our Retail vertical who will own the strategy for Retail strategic accounts, manage account stakeholders, lead or support opportunity pursuit, and manage the account team within the Retail vertical market.  The individual will leverage the broad building systems portfolio of Carrier business units (HVAC, Building Automation and Energy Performance Solutions). The candidate will lead a team driving growth by calling on senior-level facilities directors, consulting engineers and architects. He/she will develop and identify opportunities to engage in a consultative manner with customers around Carrier solutions and services while achieving business growth targets.

Responsibilities:

• Develop and maintain in-depth knowledge of the assigned vertical industry and given accounts

• Evolve and drive a holistic account strategy based on customer and vertical insights

• Create and update formalized account plans

• Identify, land, and expand strategic accounts/opportunities 

• Identify net-new opportunities

• Pursue qualified leads 

• Persuade customers to purchase Carrier products

• Coordinate Carrier personnel (VMMs, CSMs, BU Sellers) throughout the sales process 

• In collaboration with other Carrier resources, develop tailored solutions to meet specific customer needs 

• Work closely with business unit (BU) sellers to identify cross-BU expansion opportunities 

• Understand and influence customer's investment roadmap relevant to Carrier products to drive expansion

• Expand relationships within assigned accounts to access new buyers and uncover new opportunities  

Required Qualifications:

• Bachelor's Degree

• 3+ years HVAC experience

• 3+ years Management experience with direct reports

• Ability to travel 25% of the time

Preferred Qualifications:

• Bachelor's degree in Engineering, Business, Sales/Marketing, or related discipline with 8+ years experience preferred

• Master’s degree in Engineering, Business, Sales/Marketing, or related discipline with 5+ years experience preferred

• HVAC experience or knowledge of HVAC designs desired

• Proven experience developing and managing retail enterprise accounts

• Ability to engage with senior executives and create demand for new solutions

• Proven experience and ability to develop and execute consultative sales strategies that drive value growth for customers.

• Ability to lead multi-functional teams to resolve unusually complex problems

• 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 and ambiguity.

• Excellent communication skills, both written and verbal, across a broad audience. This includes the ability to effectively communicate with technical and non-technical teams.

• Strong negotiation skills: ability to understand contractual, and legal language

• Advanced level skills with Microsoft Office (Excel, Word & PowerPoint)

• Excellent project management skills and execution

• Ability to communicate with high-altitude customer stakeholders (e.g., C-Suite)

• Strong collaboration and team leadership

• Ability to quickly adapt and adjust approaches and solutions to customer needs 

RSRCAR

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Job Number: 30118493

Community / Marketing Title: Strategic Accounts Associate Director - HVAC Retail

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