Service Sales Manager
Location: Kennesaw, GA, USA
Job Number: 702
External Description:
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
Carrier / Automated Logic is a leading provider of heating, ventilating, air conditioning and refrigeration systems, building controls and automation, and fire and security systems leading to safer, smarter, sustainable, and high-performance buildings. Automated Logic is a unit of Carrier Corp., a leading provider to the building systems industry worldwide.
Automated Logic is a total energy solutions provider. For 45 years, we have been dedicated to designing easy-to-use building automation systems that provide the highest possible energy efficiency, while ensuring occupant comfort. Through our global team of company branches and independently owned dealers, we offer industry-leading technology with local, on-the-ground service that is hard to beat.
Key Responsibilities:
Develops and directs the Service sales force in selling Automated Logic Corporation (ALC) systems and offerings including DDC energy and controls retrofits, Software as a Service offerings, Asset Management and Analytics, and Service Assurance Plans.
Leads the ALC Southeast service business by executing owner-direct sales strategies to achieve profitability, growth and market penetration.
Responsible for hiring, coaching, & developing sales personnel consistent with the national sales processes and training methodologies.
Controls selling expenses and manages resources to improve branch profitability.
Sets the standard for professionalism within the sales team, building and maintaining a high-performance team able to grow market share through a commitment to customer satisfaction, quality and an understanding of the business environment and the local community.
Specific responsibilities for this position include:
Leads the sales team in selling the Automated Logic offerings persistently and confidently to building owners and managers.
Develops and trains the sales team on established sales processes, tools, and standards. Provides a consistent level of sales coaching, including weekly 'one-on-one’ meetings, customer sales calls, and strategic opportunity reviews.
Establishes clear performance expectations for the sales team. Uses standards to assess the behavior, activities and performance of each salesperson. Provides consistent feedback to motivate sales personnel toward improved performance.
Provides sales focus and sets aggressive individual and team goals consistent with the branch business plan.
Analyzes the market and current business performance. Executes growth strategies for the sales team consistent with the overall business strategy. Needs to understand the business environment of local markets including competition, purchasing and business trends.
Builds partnering relationships with owners or owner’s representatives responsible for the decision-making process to drive the sale of Automated Logic service offerings. Actively listens, probes and identifies customer concerns.
Establishes and drives local account management consistent with Branch strategic direction and assign key and target accounts.
Leads the management team on strategically important target accounts. Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities.
Reviews bids, estimates and proposals for accuracy and quality. Oversees proposal preparation and operational review meetings.
Utilizes applicable sales tools effectively (CRM, estimating software, etc.) to plan and document progress as well as increase business opportunity within accounts. Ensures sales representatives manage a high level of activity as represented in their sales pipeline in Salesforce.com, with a balanced focus on sales phase, close date, and probability of close, as well as other pertinent information.
Maintains proper staffing levels to achieve business goals. Directs performance management of sales personnel.
Ensures compliance with state, local and federal legal requirements and leads the local office with the highest business ethics.
Fully engages with the Area leadership team to create a high energy team culture, focused on winning.
Required Qualifications:
Bachelor's Degree
5+ years of progressive sales and/or operational experience in building systems and services
Preferred Qualifications:
Bachelor’s Degree in Engineering, Business, or Marketing
Possess a growth mindset
3 years of experience in a lead or supervisory role with responsibility for the productivity or development of others
Ability to relate to people at all levels, and to communicate both on a technical and non-technical basis
Committed to integrity in business
Ability to motivate & lead
Ability to use data to craft a business strategy
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RSRCAR
Job Number: 30105291
Community / Marketing Title: Service Sales Manager
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