Director, Light Commercial Distributor Sales Effectiveness

About Carrier

Carrier Global Corporation, global leader in intelligent climate and energy solutions, is committed to creating innovations that bring comfort, safety and sustainability to life. Through cutting-edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure safe transport of food, lifesaving medicines and more. Since inventing modern air conditioning in 1902, we lead with purpose: enhancing the lives we live and the world we share. We continue to lead because of our world-class, inclusive workforce that puts the customer at the center of everything we do. For more information, visit corporate.carrier.com or follow on Carrier social media at @Carrier.

About the role
This role will Lead both the deployment and adoption of a Distributor Sales Effectiveness Center of Excellence, as well as the Sales Effectiveness efforts for the Light Commercial BU.  The COE portion of the role will drive a consistent, scalable sales operating system that improves distributor performance, forecast accuracy, and execution discipline across multiple business units in CSA.

This position involves collaborating with Sales & Analytics teams, and Regional Sales Managers to identify growth opportunities within various market segments nationwide, while developing and executing effective sales strategies. You will focus on optimizing sales processes and ensuring the achievement of sales targets. The ideal candidate will champion a culture of continuous improvement, encouraging innovation and adaptability in sales strategies while fostering a positive and collaborative sales culture, promoting teamwork and continuous improvement.

Key Responsibilities

Deploy and Operationalize Sales Operating System

• Implement standard sales processes, metrics, and operating rhythms (MBR/QBR)
• Drive consistency in pipeline management and forecasting discipline
• Align business units on common definitions and performance expectations
• Develop & execute a comprehensive sales effectiveness strategy to achieve business objectives and drive revenue growth across the CSA 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.

Deliver Scalable Tools, Playbooks, and Standards

• 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
• Develop practical, scalable playbooks, dashboards, and templates
• Drive CRM, reporting, and processes to be easily scalable to BU selling motions to distribution
• Design and deliver onboarding programs for new sales team members to accelerate their time to productivity. 
• Design and support deployment of an activation plan enabling identified and required transformation/changes including (not limited to) communications, change management, persona-based scenario. 
• Develop ongoing training programs focused on sales skills, product knowledge, and competitive differentiation Standardize best practices and lead change management across the sales organization and ensure adoption through coaching and reinforcement. 
• Coach sales leaders and representatives to foster a high-performing team culture. 

Drive Benchmarking and Performance Insights

• Lead external benchmarking and best practices sourcing activities & establish benchmarking framework
• 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.
• Translate insights into clear, actionable recommendations

Support Sales Programs and Selling Motions

• Help document and refine sales programs and campaigns to be scalable across BUs
• Ensure alignment to target segments and behaviors
• Monitor effectiveness and drive continuous improvement
• 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. 

Enable Execution and Adoption

• Partner with business units to deploy COE standards
• Drive adoption through communication and alignment
• Support translation into BU-specific execution
• Develop & execute a comprehensive sales effectiveness strategy to achieve business objectives and drive revenue growth across the CSA segments  & deploy COE standards
• 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.

Cross-Functional Partnership

• Partner with Sales Leadership, Sales Ops, and Enablement
• Align priorities with execution, data, and training
• Act as connector across teams to improve clarity and performance

Owns

• Sales effectiveness standards, tools, playbooks, and performance frameworks
• System adoption within assigned scope, as well as for the Light Commercial BU
• Improved forecast accuracy and pipeline visibility
• Increased adoption of standard tools and cadence
• Improved consistency and coordination in distributor execution

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
• 2 + years of experience in a leadership role influencing outcomes & execution on cross functional teams
• Up to 20% ability to travel within North America

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. 
• Strong problem-solving and decision-making abilities. 

Pay Range

The annual salary for this position is between $174,500.00 - $348,500.00 annually. Factors which may affect pay within this range include, but are not limited to, skills, education, experience, and other unique qualifications of the successful candidate.

Other Compensation

This position is entitled to both short and long-term incentives, subject to plan requirements.

Benefits

Employees are eligible for benefits, including:

• Health Care Benefits: Medical, Dental, Vision; Wellness incentives

• Retirement Benefits

• Time off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation

• Disability: Short-term and long-term disability

• Life Insurance and Accidental Death and Dismemberment

• Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account

• Tuition Assistance

To learn more about our benefits offering, please click here Work with us | Carrier Corporate. The specific benefits available to any employee may vary depending on state and local laws and eligibility factors, such as date of hire and the applicability of collective bargaining agreements.

Carrier EEO Statement and Accommodations Process

Carrier is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status or any other applicable state or federal protected class. Carrier provides affirmative action in employment for qualified individuals with a Disability and Protected Veterans in compliance with section 503 of Rehabilitation Act and the Vietnam Era Veterans' Readjustment Assistance Act.

If you require a reasonable accommodation to complete the application process, participate in an interview, or otherwise engage in the hiring process, please contact us at [email protected]. We will make every effort to meet your needs in accordance with applicable laws.

Application Deadline

Applications will be accepted for at least 3  days from Job Posting Date: 28 July 2026

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Use of AI

Technology-enabled tools may support parts of the recruitment process, with oversight by people.