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Service Sales Manager (SA/SR)
Madrid, Comunidad Autónoma de Madrid
Role Purpose
Lead the Sales Area for Service Agreements (SA) and Service Repair (SR) to deliver profitable growth across assigned geography/clusters. The role sets the commercial strategy, manages and develops a high‑performing team of Service Sales Representatives/Account Managers, ensures CRM and governance discipline, and orchestrates cross‑functional collaboration with Operations, Parts, and Technical Support to secure renewals, new agreements, and repair bookings with healthy margins and superior customer experience.
Role Responsibilities
- Area Strategy & Targets: Build and execute the SA/SR go‑to‑market plan (coverage, campaigns, segmentation, cadence) to meet bookings, revenue, and GM% objectives for renewals, conversions, captures, and SR orders.
- Pipeline & Forecast Discipline: Own pipeline health (coverage ≥ 3–4x), forecast accuracy, and sales cadence; enforce CRM hygiene for Leads, Accounts, Opportunities, Quotes.
- Team Leadership & Coaching: Lead, coach, and performance‑manage Sales Managers/Field Sales Reps; drive talent development, territory planning, activity management, and win‑loss reviews.
- Account Planning & Customer Success: Sponsor account plans for strategic customers; ensure value‑based selling, clear linkage of customer outcomes to Carrier SA/SR solutions, and timely follow‑up on opportunities and quotes.
- Renewals & Pricing Governance: Oversee contract renewals, price updates, and terms; apply approval thresholds, discount policies, and margin protection rules; escalate Gate reviews when needed.
- Repair Revenue Acceleration: Establish rapid‑response SR practices (quote SLA, prioritisation, upsell of preventative repair/upgrade kits, parts availability checks) to convert cases into bookings swiftly.
- Digital & Differentiation: Embed digital services (monitoring/connectivity) and condition‑based maintenance into SA offerings; use data to create compelling business cases for efficiency, reliability, and risk reduction.
- Cross‑Functional Execution: Align with Operations HUB/Service Coordination, Field Service, Parts, and Technical Support on capacity, scheduling, and parts ETA to ensure smooth delivery and cash collection.
- Compliance & Risk: Ensure adherence to policies, credit approvals, and ethical standards throughout the sales cycle; manage contractual and operational risks proactively
Minimum Requirements
- Education: Bachelor’s degree in Engineering, Business, or related field; Master’s/MBA preferred.
- Experience: 8–10 years in B2B HVAC/service sales with 4+ years leading multi‑territory teams; proven track record in Service Agreements renewals/captures and Service Repair growth.
- Technical Skills: Solid understanding of CHVAC systems and service lifecycle; proficiency with Salesforce/CRM, ServiceMax/field service tools, and CPQ/quoting; strong pricing & margin management.
- Competencies: Strategic leadership, coaching, advanced negotiation, financial acumen, executive communication; data‑driven, disciplined operator with urgency and customer obsession.
- Languages & Mobility: Spanish and fluent English; willing to travel extensively across the area.
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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