Area Sales Manager

About the position

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. In this role, you will drive high-performing outside sales teams to exceed targets and dominate the market. You will lead a powerhouse team of experienced outside sales professionals and team leaders, ensuring they consistently exceed goals and drive revenue growth. You will develop bold, results-driven sales strategies that fuel success, while influencing leadership on game-changing sales initiatives. Combining strategic vision with hands-on leadership, you will maximize performance, elevate customer engagement, and secure long-term business wins.

Responsibilities

• Guides team to write proposals, presents new business proposals for large/strategic prospects, negotiates value, addresses resistance in order to develop business.
• Participates as the management team representative on prospective target accounts and territories.
• Maintains personal pipeline and customer log.
• Hunting for opportunities.
• Establishes personal long-term customer relationships with prospective accounts.
• Achieve financial goals for the Kansas area through a mixture of attaining Line of Business orders, revenue, and profitability targets across Service Repairs, Service Agreements, and Mods & Controls Projects.
• Review sales coverage to ensure resources are utilized effectively through alignment to territories, customers, and focused-selling roles.
• Execute a rigorous Management Operating System (MOS) including territory planning account planning, pipeline reviews & orders forecasting, activity management, and customer ride-alongs.
• Retain & Grow our recurring revenue base via installed-based retention, capture, and conversion campaigns.
• Transform the business mix via new product introductions focused on Healthy Buildings, Digitally-Enabled offerings, Sustainability offerings, and key vertical-focuses.
• Demonstrate an aptitude for productive sales coaching sessions with each member of the sales team, while providing timely feedback on sales performance.
• Build an engaged and sustainable workforce by supporting or creating development plans for direct team focused on 3E’s (Experience, Exposure, and Education).
• Adopt and leverage tools/platforms such as SFDC and Power BI to monitor key sales metrics and initiatives, focused on enhancing sales efficiency and effectiveness.

Requirements

• 5+ years’ experience in B2B Service Sales
• 2+ years’ experience in direct report management in professional positions with increasing responsibility
• High School Diploma or GED
• Ability to travel up to 50% within assigned area

Nice-to-haves

• Bachelor’s degree in related field.
• HVAC Sales or in the Building Technologies industries
• Demonstrated experience in Service and Aftermarket industries in sales
• Understanding of market dynamics including industry trends
• Proven track record of coaching sales teams to deliver results
• Strong analytical skills with demonstrated ability to synthesize data from various sources in both graphic and verbal format, while easily translating them to the target audience
• Advanced skills with Microsoft Office (Excel, Word, & PowerPoint)
• Working experience and advanced skills with CRM, preferably Salesforce
• Highly organized with strong attention to detail, while managing multiple priorities
• Superior follow-up and follow-through skills