Director Sales Effectiveness

Job Number: 8408

External Description:

Carrier Global Corporation, global leader in intelligent climate and energy solutions, is committed to creating solutions that matter for people and our planet for generations to come. 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. For more information, visit corporate.carrier.com or follow Carrier on social media at @Carrier.

About This Role: 

The Director of Sales Effectiveness will play a pivotal role in driving sales excellence and enhancing operational efficiency across the Residential, Ductless, and VRF segments.  The role will be responsible for designing, implementing, and managing strategies to maximize the productivity and efficiency of the sales teams.  This position will all lead our Sales Operations teams and partner with our Regional Sales Managers to identify growth opportunities within various market segments nationwide, while developing and executing effective sales strategies and will equip the sales force with the tools, training, processes, and resources necessary to achieve revenue targets and deliver exceptional customer value. The successful candidate will lead cross-functional initiatives, leverage data-driven insights, and foster a culture of continuous improvement within the sales organization. 

 You will focus on optimizing sales processes and ensuring the achievement of sales targets. The ideal candidate will bring a strong background in sales management, exceptional leadership abilities, and a deep understanding of Residential market dynamics.

Job Description:

• Develop & execute a comprehensive sales effectiveness strategy to achieve business objectives and drive revenue growth across the NARS segments 
• Collaborate with sales leadership across business units to identify challenges, set priorities, and design solutions that drive performance improvements and
• Partner with key stakeholders to align sales strategies with marketing, operations, and product teams. Lead external benchmarking and best practices sourcing activities. 
• Identify AI related opportunities applied to sales leadership, sales effectiveness in the context of sales through channels, and direct sales. 
• Analyze, define, and improve sales processes and methodologies to enhance efficiency, consistency, and effectiveness. 
• Standardize best practices and lead change management across the sales organization and ensure adoption through coaching and reinforcement. 
• Create a consistent sales manager operating cadence, including expectations of daily, weekly, and monthly rhythms. 
• Design and deliver onboarding programs for new sales team members to accelerate their time to productivity. 
• Develop ongoing training programs focused on sales skills, product knowledge, and competitive differentiation. 
• Coach sales leaders and representatives to foster a high-performing team culture. 
• Define key performance indicators (KPIs) to evaluate sales effectiveness, track progress, and identify areas for improvement. 
• Partner with relevant stakeholders to design and deploy a consistent digital sales tools strategy.  
• Design and support deployment of an activation plan enabling identified and required transformation/changes including (not limited to) communications, change management, persona-based scenario. 
• Monitor pipeline health, win rates, and forecast accuracy, providing regular feedback and recommendations. 
• Champion a culture of continuous improvement, encouraging innovation and adaptability in sales strategies
• Foster a positive and collaborative sales culture, promoting teamwork and continuous improvement.

Required Qualifications:

• Bachelor’s degree
• 10+ years of combined work experience in sales, sales operations, sales enablement, product marketing, product management, and/or digital solutions
• 2+ years of experience using and/or developing data analytics tools for reporting.  
• 4+ years of people leadership experience
• Ability to travel up to 35%

Preferred Qualifications:

• MBA preferred. 
• Proven track record of driving sales effectiveness and measurable performance improvement. 
• Experience in change management or leading organizational transformation initiatives. 
• Experience developing and implementing sales training and development programs. 
• Strong knowledge of CRM systems (e.g., Salesforce) and sales enablement tools. 
• Ability to work and collaborate cross-functionally across a global, matrixed organization. 
• Exceptional analytical and problem-solving skills with the ability to interpret data and make informed decisions. 
• Knowledge of the residential market and industry trends. 
• Outstanding communication, presentation, and interpersonal skills with excellent executive presence
• Strong problem-solving and decision-making abilities. 

RSRCAR

Job Number: 30185710

Community / Marketing Title: Director Sales Effectiveness

Location_formattedLocationLong: Indiana, US