CSA Distributor Sales Effectiveness

About this role

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 rol

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