Country: Australia
Location: LOC7022 : 314 Boundary Road Dingley, Melbourne VIC 3172, Australia
Build a career with confidence
Carrier Global Corporation, a global leader in intelligent climate and energy solutions, is committed to creating solutions that matter for people and our planet for generations to come. From the beginning, we've led in inventing new technologies and entirely new industries. Today, we continue to lead because we have a world-class, diverse workforce that puts the customer at the center of everything we do.
The role
The Aftermarket Country Sales Leader is responsible for driving sales by actively engaging with prospects for a solution-based offering while promoting HVAC (Heating, Ventilation, and Air Conditioning) products and services to prospective customers. This role combines knowledge of HVAC systems with a strong sales focus to promote and market HVAC rental services, offering temporary cooling or heating solutions for various applications such as events, construction sites, industrial processes, emergency situations, or any other scenario where temporary climate control is needed. This is a crucial role in meeting regional sales targets, expanding the customer base, and ensuring customer satisfaction through exceptional service.
Key responsibilities
Stakeholder Alignment: Maintain open communication with key stakeholders, including the Country Managing Director, SAP Regional Managers, Aftermarket General Manager, and Financial Controller, to ensure strategic alignment and meet business objectives. Client-Centred Strategy: Craft and execute a customer-focused sales strategy, understanding client needs across maintenance, repairs, upgrades, rental, and modernization to offer tailored lifecycle solutions. Sales Targets & Revenue: Set and monitor vertical-specific targets, applying a results-driven approach to increase market share, enhance brand presence, and align with customer budget cycles to meet Carrier and client goals. Operational Proficiency: Utilize CRM systems (e.g., Salesforce) and sales platforms for accurate performance tracking, pipeline management, and reporting. Innovative Problem-Solving: Encourage a forward-thinking approach to optimize processes, enhance efficiency, and adapt strategies to evolving market trends. Continuous Improvement: Promote a culture of process optimization, collaborating across teams to pursue turnkey and new business opportunities. Strategic Negotiation: Conduct high-stakes negotiations to safeguard company interests and achieve beneficial outcomes. Market Segmentation: Prioritize high-impact industries (e.g., healthcare, manufacturing, real estate) to expand lifecycle solutions. Succession and Leadership Development: Implement programs to identify and cultivate future sales leaders aligned with the company's vision. Training and Development: Strengthen a high-performing, client-focused team with ongoing training in lifecycle and solution-based sales. Proactive Assessment: Train teams to offer comprehensive HVAC lifecycle solutions, emphasizing energy management and modernization. Cross-Vertical KPI Performance: Achieve cross-vertical KPIs, facilitating seamless integration across Service Agreements, Repairs, and Projects for greater client value. Service Agreements: Drive recurring revenue through new and expanded Service Agreements, focusing on preventive maintenance and bundling with Project Works. Service Repairs: Set standards for timely service, prioritize predictive maintenance, and create specialized packages for aging equipment. Modernization Projects: Target high-margin, energy-efficient projects to enhance system performance and deliver long-term value. Rental Solutions Strategy: Position the company as a preferred partner for flexible rental solutions, providing responsive, customized support for both emergency and scheduled needs. Requirements:
As a minimum you must have:
Industry Experience: Minimum 10 years in the HVAC industry and experience managing a portfolio of strategic accounts. Sales Expertise: Skilled in value-based B2B selling processes and techniques. Business Development: Proven track record in business development or similar roles, with at least 10 years of experience. Senior-Level Relationship Management: Experience developing relationships with senior stakeholders, including C-suite executives. Communication Skills: Effective communicator with strong interpersonal skills for developing senior customer relationships. Analytical and Diagnostic Skills: Demonstrates strong analytical abilities and diagnostic capabilities. Matrixed Environment: Ability to work effectively in a complex, matrixed corporate environment. Time Management: Excellent skills in managing time and achieving sales objectives within deadlines. CRM Proficiency: Extensive experience with Salesforce CRM and proficiency in MS Office and other business applications. Contract Negotiation: Experience in reviewing and negotiating commercial contract terms. Benefits
Attractive salary package + Full time opportunity Excellent job stability + Ongoing training and development opportunities Inclusive work environment + Supportive management team 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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