Senior Manager, Industrial Vertical Market Expert

18 hours ago

Palm Beach Gardens, Florida, United States Carrier Full time
About Carrier

Carrier is a leading global provider of intelligent climate and energy solutions with a world-class, diverse workforce and business segments covering HVAC, Building Automation, and Sustainable Building Systems. Our mission is to make modern life possible by delivering safer, smarter, and more sustainable services that make a difference to people and our planet while advancing industry trends.

About the Role

We are seeking a Senior Manager, Industrial Vertical Market professional with relevant experience to join our Global Enterprise Solutions Team. This team member will develop and help lead the go-to-market strategy by conducting complex research, developing a strategic framework, and advising based on data-driven analysis of that research. This exciting hybrid role within our company requires marketing and business development skills. The industrial vertical market manager is responsible for driving the vertical strategy in collaboration with sales partners across North America, APAC, and EMEA with a heavy concentration in North America and will develop and execute vertical marketing plans while helping to engage prospects and customers to expand and strengthen customer relationships and the value Carrier delivers. These activities aim to grow and influence Global Enterprise Solutions sales and product pipeline within existing Carrier accounts and targeted new accounts.

Key Responsibilities
  • Develop a Vertical Market and Go-to-Market Strategy for Industrial Vertical.
  • Develop the vertical value proposition and communicate unique insights and Carrier's value proposition that improving customers' real estate portfolio performance and business outcomes.
  • Identify product portfolio gaps and opportunities for innovation and to address vertical needs.
  • Align with Industrial sellers and sales leaders on priority growth activities, collaboration needs, and growth priorities.
  • Lead regional vertical planning and account targeting in partnership with sales team when building annual vertical strategy, budget, and account plans.
  • Build customer profiles from annual report 10K's, earnings call transcripts, and ESG reports within the Industrial vertical.
  • Use a combination of events, social selling, email, and cold calling to expand enterprise relationships and provide leads/meeting opportunities to sales partners with a select group of accounts.
  • Work alongside Revenue Operations to identify target sub-segments and vertical accounts for Enterprise growth.
  • Support sales partners and Carrier executives for pitch development to articulate Carrier team's understanding of customer needs and demonstrate differentiated value both qualitative and quantitative.
  • Coordinate with WHQ marketing to build and execute collaborative vertical market content and advise on campaign/asset development.
  • Act as the conduit between sales and product development in alignment with future-state solutions and customer innovation.
Required Qualifications
  • Bachelor's degree
  • Minimum of 2 years' experience developing and executing consultative business development strategies that drive sales growth with solid value propositions and differentiation to customers.
  • Minimum of 5 years' experience in Marketing, Sales, or Business Development.
Preferred Qualifications
  • Bachelor's degree in Engineering, Marketing, or Business.
  • Experience working in or serving the Industrial market.
  • HVAC Industry and product knowledge.
  • Ability to lead and influence multi-functional teams to resolve complex vertical and client-specific challenges.
  • Proven ability to influence and work effectively across all levels of the organization.
  • Stay highly organized and rigorously prioritize while managing critical details.
  • Manage and balance multiple priorities in complex, ambiguous situations.
  • Possess excellent written and verbal communication skills across a broad audience.
  • Ability to communicate confidently and effectively with customers and internal stakeholders at the executive, director, and managerial levels in technical and non-technical roles.
  • Strong collaboration and agility - prioritizing speed and transparency in support of overall Carrier business goals.
  • Ability to quickly adapt and adjust approach and solution to customer needs.
  • Ability to communicate value and impact of both product and services (intangibles) to influence sales.
  • Strong negotiation skills and ability to understand contractual and legal language.
  • Self-starter with an entrepreneurial mindset, intellectual curiosity, and commitment to action and winning.
  • Experience with Salesforce.com sales opportunities and lead management tools.
  • Advanced level skills with Microsoft Office (Excel, Word & PowerPoint).
  • Ability to travel 20% domestic.

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