Director Strategic Accounts

Job Description

The purpose of this role is to lead the strategic selling and relationship effort with the company's Institutional sales channel customers in a multi-regional territory. The strategic selling effort will result in enhanced customer partnerships through demonstrated value creation and increased satisfaction which in turn results in attainment of the company financial targets.

This role is responsible for the leadership of a team comprised of Strategic Account Managers with a direct reporting relationship to the Vice President of Strategic Sales. The role is also responsible for coordinating the efforts of regionally aligned resources including sales support functions, commercial support, marketing resources, and others as appropriate to the situation.

The Director plays a significant leadership role in the organization. By maintaining senior level relationships with customers, suppliers, and within the company organization the role brings the voice of this customer channel back to the organization and ensures that company resources are aligned to profitably address customer needs.

The Director can be instrumental in shaping the future direction of company channel strategy and the development of specific company capabilities to enhance the channel. The Director is also a key liaison between the strategic leadership team and the regional teams and as such serves as a critical agent for change within the organization and with our customers.

Exceed company financial targets for accounts in defined area of responsibility. This includes attainment of revenue, gross margin growth and e-business plan, to manage expenses and payroll at or below company targets, and to manage account portfolio to target levels of EE contribution and GP.

•Hire, develop, retain, and promote a world class sales team.

•Implement the CE Sales Management Process. Lead these teams toward the successful attainment of profitable revenue objectives and achievement of personal career objectives and development through diligent execution of disciplined sales management processes.

•Develop, implement, lead, and monitor the underlying sales processes that will serve as the operating blueprint for the department: Including but not limited to:

•Strategic coverage model / account alignment to maximize resource and revenue performance.

•The development of Strategic Account Manager annual objectives

•The development and management of appropriate sales management tools such as Forecasting, Pipeline, Account Planning, Implementation, Account Summaries, and Account Segmentation

•The development of situational programs and / or activities designed to achieve specific objectives.

•Lead internal efforts to organize processes around the customer. To lead company sales activities on the largest, most complex, multi-site account relationships. To represent the voice of these customers within the Corporation and to work in conjunction with Institutional Leadership and Field Leadership to ensure proper resource allocation to these customers. To lead efforts to better serve these customers via the development of scalable, profitable, capabilities that address customer needs.

•Serve as the resource and communication hub for Regional Leadership, internal Business Partners, external Supplier partners, and others providing exceptional support and barrier removal when necessary to optimize performance, results, and satisfaction with the largest and most complex, strategic relationships.

•Lead the overall change management process within the department and within the organization as a whole.

•Continually evaluate individual and team performance along with the application and performance of Company resources to large customer relationships that maximize economic earnings return and drive future customer solution sets.

•Provide thought leadership as to the emerging trends in the marketplace that provide insight to key functional areas in the organization impacting our value proposition and the effect on targeted customers.

•Represent the views of the department within senior management, to facilitate the appropriate inclusion of the evolving needs of the customer. Proactive participation in the creation of company strategy that has a material impact on the department.

In addition to the above, this Director will also Work collaboratively with all Regional Presidents and Sales Organizations to execute customer coverage specific to the channel and the region. Build and execute processes to ensure consistent execution of strategic sales strategies with brand organization-aligned resources.

About Us

Carrier Enterprise (CE) is a subsidiary of the largest independent HVAC/R distribution company in the world, Watsco, Inc. At CE we proudly distribute industry leading brands such as Carrier, Bryant, Payne, GREE and other brands of HVAC and Refrigeration equipment, as well as a full-line of aftermarket parts, supplies and accessories. CE has approximately 200+ locations throughout 28 states, Puerto Rico, the Caribbean, Latin America, Mexico and Canada with over 2,000+ employees. Our vast footprint, inventory and e-Commerce platform allows us to provide our customers with best in class service when they need it and where they need it.

Carrier Enterprise is dedicated to providing Comfort Excellence to the HVAC/R industry. Our vision for Carrier Enterprise is simple...to become a world-class distribution company, and achieve differentiation through the relentless pursuit of service excellence. Our customers and our employees make the difference. We have vast opportunities at our stores, distribution centers, field offices, business units and Headquarter location. We embrace the diverse experiences, backgrounds, knowledge and ideas that make up our company culture. Those experiences only strengthen our teams and our business. From our retail locations to our e-Commerce and mobile platforms our team has the tools to help you grow your career at Carrier Enterprise. See where your drive will take you

Find out more about CE at www.carrierenterprise.com.

Carrier Enterprise is an Equal Opportunity Employer. CE offers a competitive total pay (plus bonus on sales incentives) and benefits package inclusive of health, dental, vision, life insurance and 401(k).

Requirements

Required Qualifications

•Demonstrate the ability to motivate and achieve results through others.

•Be strategic, organized and technologically savvy in your approach to managing your regional markets and team. You will bring high-level problem solving, quantitative analysis and strong systems applications skills.

•Understand financial reporting and have the ability to analyze business needs, costs/budgets, and economic earnings.

•Possess excellent presentation skills, a strong customer focus, and the ability to manage change.

•Demonstrate a track record of successful internal partner relationships that result in the achievement of sales and operations objectives.

•Proven track record to team development, coaching and leadership.

•Be committed to life-long learning.

•B2B sales management experience is highly desired.

Preferred Qualifications

•Prior work experience and experience in sales leadership or marketing is a plus.

•Knowledge of HVAC, Equipment parts and supplies is a plus not required.

•Experience in Microsoft office

•Solid experience with CRM software, Salesforce preferred.

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