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Director- Commercial Excellence

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Business Unit Carrier Job ID 30077455 City Palm Beach Gardens State Florida Country United States

Date Posted:



United States of America


CAF77: CCS - CIB 13995 Pasteur Blvd , Palm Beach Gardens, FL, 33418 USA

Job Description

Commercial Excellence Leader (SALES OPERATIONS )

LOCATION: Palm Beach Gardens, FL

COMPANY: Carrier Corporation – Fire & Security Products

REPORTS TO: Vice President, Strategy & Commercial Excellence (FSP)


Built on Willis Carrier’s invention of modern air conditioning in 1902, The Carrier Corporation (“Carrier”) delivers global solutions across a broad range of applications in heating, air conditioning, refrigeration, and beyond. Carrier constantly builds upon their history of proven innovation with new products and services that improve global comfort and efficiency. Carrier experts provide sustainable solutions, integrating energy-efficient products, building controls and energy services for residential, commercial, retail, transport and food service customers. Supported by the iconic Carrier name, the company's portfolio includes industry-leading brands such as Carrier, Kidde, Edwards, LenelS2, and Automated Logic. Carrier's businesses enable modern life, delivering efficiency, safety, security, comfort, productivity and sustainability across a wide range of residential, commercial and industrial applications. Through accelerated innovation, the company has released more than 200 new products over the last two years.

Carrier is a $19 billion, global company with four business units – HVAC, Intelligent Building Technologies, Fire & Safety, and Refrigeration.


As a new, public stand-alone company and reporting segment in Fire & Security Products, this leadership role will play a critical part in leading commercial excellence (sales operations) for the global FSP organization. The objective for the position is to drive profitable revenue growth through enablement of sales teams with skills, knowledge, data, insights, tools, behaviors, processes, and incentives which lead to higher sales productivity and efficiency. Sets the strategic direction between stakeholders, geographies, product lines and other functional groups to enable highly effective sales teams to improve profitable business growth.

Key Responsibilities

Working in-between the sales organization and the functional groups, the Commercial Excellence Leader (Sales Operations) will plan strategies, budget, programs, workshops and other activities to enable sales and channel partners to win more business and improve revenue
Collaborate with GMs on areas of focus, improvement actions, investment business cases and results on the following: aligning sales to strategy, defining best structure, talent and skillsets required, introduce common tools and track performance
Provide reliable data, scorecards and insights while driving improvement actions. (e.g., NPS scores, sales force effectiveness, customer retention, win rates, pipeline development, etc.)
Enable sales teams with the knowledge and skills to be more successful
Improve sales processes, tools, competencies, behaviors and incentives with standards that align across the larger business group(s)
Collaborate and be the liaison between sales and other functional groups such as general management, customer marketing, finance, HR, IT and service
Drive implementation of key sales-related IT systems/ tools
Drive improvement of NPS scores
Develop specific sales training/ playbooks where there are gaps (e.g., consultative service sales)
Change agent to shift from product management and manufacturing driven organization to one of sales and sales effectiveness

More than 12+ years of experience in customer facing roles (e.g. marketing, sales, business development, customer and product support)
Functional and cross-functional team leadership experience
Excellent communication skills at executive levels including gaining approvals for investments through business case discussions
Strong influencing skills with proven ability to lead process and tool improvements
Strong change management experience
Highly metric driven utilizing tools to measure performance; process focused with six sigma or equivalent training
The ideal candidate should also possess, at minimum, the following qualifications and attributes:

Ability to think strategically with practical business judgment and a results-oriented mindset
Strong ability to conduct data analysis and turn data into business information using common tools (excel or Power BI)
Extensive Sales Support experience especially in sales operations or sales excellence
Six Sigma certification
Highly collaborative with the capacity to be an effective member of dynamic, forward-thinking senior leadership team;
Exemplary leadership skills, including the ability to build bridges, form consensus, and influence decision makers across organizational boundaries;
Excellent presentation, written and oral communication, and interpersonal skills whether speaking to mid-level employees or senior leadership.
In addition, the candidate will encompass the following:

Agile, Growth-Oriented Leadership

Carrier is seeking a leader who will further strengthen a sense of pride in the organization by driving sales effectiveness and efficiency initiatives. The ideal candidate must set the tone for a culture that has among qualities: a drive for performance with a sense of urgency; a passionate and accountability driven approach to employee engagement; a commitment to work together as a team to achieve results; and a healthy respect for interfacing with employees, partners, suppliers, and customers utilizing influencing skills.

Strong Organizational Development and Communication Skills

The ideal candidate will have demonstrated ability to build a high-performing and collaborative organization. The candidate will have demonstrated experience building a well-performing culture and enhancing the business through a communicative, collaborative, energetic, team-oriented, and hands-on style. For this role, a balanced and modest leadership style is important, both internally and externally.


A Bachelor’s degree in a business-related field and an MBA or advanced degree are required. Minimum of 12+ years of relevant work experience

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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COVID-19 vaccines will be required for all newly hired Carrier U.S. Salaried employees. 

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