Indirect Sales Manager

About this role :As an Indirect Sales Manager, you’ll play a pivotal role in shaping how our business executes deals, manages performance & risk, and delivers for our customers. You’ll serve as the central hub for our indirect channel between Sales, Finance, Legal, Product, and Operations — ensuring channels get necessary support and every deal meets our standards for accuracy, profitability, and compliance.This role is designed for a commercially minded professional who thrives on both precision and pace. You’ll bring structure to complexity, helping regional leaders focus on customers and growth while you ensure the commercial details and performance reporting runs smoothly. Every day, you’ll make decisions that protect our margins, reduce risk, and enable faster, cleaner execution across the business.Key Responsibilities: Channel Leadership & Sales EnablementManage indirect sales channels across the region for Applied product sales, ensuring alignment with company policies, margin expectations, and risk tolerance.Provide technical assistance, training, and factory support to channels; ensure customer support and ensure reps and distribution are equipped with application tools and order entry systems.Coordinate marketing initiatives and public engagements to promote Carrier products and clearly articulate value propositions.Draft and issue escalation letters or formal communications to customers and internal stakeholders.Deal & Contract GovernanceReview and approve customer contracts, proposals, and booking packages for completeness, accuracy, and compliance with financial and operational standards.Conduct Non-Standard Terms & Conditions reviews in collaboration with Legal and Finance, negotiating exceptions to align with strategic objectives.Support resolution of customer issues and manage formal communications related to escalations.Credit & Cash GovernanceDrive customer credit reviews and participate in CASH calls in partnership with Regional General Managers and Finance, helping to manage receivables, order holds, and collections.Contribute to monitoring working capital metrics and identifying strategies to improve cash flow and minimize exposure.Commercial Oversight & CollaborationPartner with Regional GMs, Sales Managers, and cross-functional teams (Sales Operations, Finance, Legal) to streamline deal execution while maintaining visibility and decision rights.Review and escalate pricing, discount, and rebate exceptions outside approved parameters.Support contract and bid reviews to ensure accuracy and adherence to policy prior to submission.Continuous Improvement & ReportingFacilitate channel performance reporting to ensure regional GMs have the right data to support performance discussions with channel leaders.Identify process bottlenecks and recommend enhancements to deal flow, credit reviews, and approval processes.Track and report trends in approvals, exceptions, commercial performance and present actionable insights to direct and indirect leadership.Required QualificationsBachelor’s degree3+ years of experience in sales management, commercial operations, contract management, and/or sales support within a B2B or industrial environment.Preferred QualificationsExperience with sales management in the Commercial HVAC or Building Systems/Construction industry, ideally with exposure to third-party channel ecosystems (e.g., rep firms).Proven ability to influence decisions in matrixed organizations and lead cross-functional teams through relationships.Familiarity with integrated building solutions (e.g., chillers, controls, IAQ, energy optimization) and commercial HVAC applications.Strong understanding of contract structures, pricing, commercial risk management, and negotiation strategies.Proficiency in data reporting through excel and/or PowerBIFamiliarity with credit management, collections, or working capital processes.Prior experience serving as a commercial or deal desk role – leading or supporting sales teams.Demonstrated success in customer service, problem-solving, and delivering ROI-driven business plans.Skilled in data analysis, presentation, and communication across diverse audiences.Experience with process optimization, continuous improvement, and innovative solution development.Proficiency in SAP, Salesforce, and Microsoft Office (Excel, Word, PowerPoint); MBA or advanced degree preferred.