Controls Sales Manager - New Jersey

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At Carrier we make modern life possible by delivering groundbreaking systems and services that help buildings, homes and the cold chain become more healthy, safe, sustainable, and intelligent. Our global team of dedicated employees continues to set industry standards by pursuing the latest research and developments to improve the lives of our customers. We’re constantly growing, seeking out talented, likeminded people who are committed to our primary duty: to be the world’s first choice in HVAC and refrigeration.

At Automated Logic, we've been developing and supporting intelligent building solutions that have helped customers, including small businesses to Fortune 500 corporations, operate their buildings more efficiently for over 40 years. Our products help reduce energy consumption, lower utility, operating and maintenance costs, and improve indoor air quality, occupant comfort, and productivity. Technology that supports the buildings and industry of today and tomorrow requires a wide range of talents and skill sets.

Automated Logic is looking for a Sales Manager to join our growing team!

About This Role
The Controls Sales Manager will lead a large team of experienced outside sales professionals overseeing outside sales activities and ensuring short to medium term objectives and goals for teams are met. This person will develop sales plans in support of the discipline and influences leadership on critical outside sales strategies.

Key Responsibilities

• Leads the sales team in selling the Automated Logic offerings persuasively, persistently and confidently to engineers, contractors, and building owners.

•  Leads assigned sales team to maximize gross margin, return on sales, revenue, and growth objectives.

• 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 associates 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 Branch Operation’s. Needs to understand the business environment of local markets including competition, purchasing and business trends.

• Builds partnering relationships with the contractors, engineers, and owners or owner’s representatives responsible for the decision-making process to drive the sale of Automated Logic product and service offerings. Actively listens, probes and identifies customer concerns.

• Establishes and drives local territory 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 as part of the “Office of the Area Manager” as well as the ALC National Sales leader to create a high energy, team culture, focused on winning.

Role Purpose:

• Develops and directs the sales force in selling Automated Logic Corporation (ALC) systems and offerings including DDC controls, energy and controls retrofits, and service agreements to the local market.

• Leads the ALC systems and service businesses by executing sales strategies to achieve profitability, growth and market penetration.

• Delivers the branch orders and booked margin plan for all lines of business for the assigned geography.

• Responsible for hiring, coaching, & developing sales people 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.

Basic Qualifications

• High School Diploma or GED.

• 3+ Years of Experience in Sales Management and Leadership.

• 5+ years of experience in HVAC Controls or related Technical Sales.

Preferred Qualifications

• Bachelor’s Degree in Mechanical Engineering, Business, or related field.

• Experience in the BioPharm/lab/pharmaceutical construction/fit out market a plus.

• Ability to value engineer control designs with alternative solutions.

• Proficient in Microsoft 360 applications.

• Strong organizational, analytical, and problem-solving skills.

• Ability to manage multiple tasks and priorities.

• Ability to communicate effectively at all levels.

• Team player and willing to collaborate with others on projects.

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Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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