Midwest Service Sales Leader

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Carrier is a global leader in intelligent climate and energy solutions, with a diverse and world-class workforce. With more than a century of expertise, we drive innovation while putting our customers first, helping protect our planet, and inspiring and empowering our people. Through our performance-driven culture, we are creating long-term shareowner value by growing earnings and investing strategically to strengthen our position in the markets we serve.

Automated Logic is a unit of Carrier Corp., a leading provider to the building systems industry worldwide. Automated Logic is a total energy solutions provider.  For 45 years, we have been dedicated to designing easy-to-use building automation systems that provide the highest possible energy efficiency, while ensuring occupant comfort.  Through our global team of company branches and independently owned dealers, we offer industry-leading technology with local, on-the-ground service that is hard to beat.

The Midwest Service Sales Leader manages a team of experienced Outside Sales professionals. You will lead outside sales activities and ensures operational plans and objectives are met. Also be responsible for making significant improvements to processes and standards to enhance performance of outside sales team.

Key Responsibilities

• Develops and directs the Service sales force in selling Automated Logic Corporation (ALC) systems and offerings including DDC energy and controls retrofits, Software as a Service offerings, Asset Management and Analytics, and Service Assurance Plans.

• Leads the sales team in selling the Automated Logic offerings persistently and confidently to building owners and managers.

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

Specific responsibilities for this position include

• Develops and trains the sales team on established sales processes, tools, and standards. Provides a consistent level of sales coaching, including regular '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 personnel 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 the overall business strategy. Needs to understand the business environment of local markets including competition, purchasing and business trends.

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

• Establishes and drives local 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 to create a high energy team culture, focused on winning.

Required Qualifications

• Bachelor's Degree.

• 5+ years of progressive sales and/or operational experience.

• Valid driver’s license.

• Ability to travel 20% domestically.

Preferred Qualifications

• Bachelor’s degree in engineering, business, or marketing.

• Progressive sales and/or operational experience in building systems and services.

• Experience in a lead or supervisory role with responsibility for the productivity or development of others.

• Ability to relate to people at all levels, and to communicate both on a technical and non-technical basis.

• Committed to integrity in business.

• Ability to motivate & lead.

• Ability to use data to craft a business strategy.

RSRCAR

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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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