Sr Manager, Sales Effectiveness

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Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day. Join us and we can make a difference together.

About This Role

The Light Commercial (LCML) Sales Excellence Leader will be responsible for driving sales excellence and operational efficiency within the Light Commercial segment. This role focuses on equipping the sales force with the tools, training, processes, and resources necessary to achieve revenue targets and deliver exceptional customer value.  The successful candidate will lead cross-functional initiatives, leverage data-driven insights, and foster a culture of continuous improvement within the sales organization and would report to the light commercial sales leader.

Key Responsibilities

• Develop & execute a comprehensive sales effectiveness strategy to align with the company’s goals and objectives.
• Collaborate with sales leadership across business units to identify challenges, set priorities, and design solutions that drive performance improvements.
• Partner with key stakeholders to align sales strategies with marketing, operations, and product teams.
• Analyze, define, and improve sales processes and methodologies to enhance efficiency, consistency, and effectiveness.
• Standardize best practices across the sales organization and ensure adoption through coaching and reinforcement.
• Define a consistent sales manager operating cadence, including expectations of daily, weekly, and monthly rhythms.
• 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.
• Coach sales leaders and representatives to foster a high-performing team culture.
• Define key performance indicators (KPIs) to evaluate sales effectiveness, track progress, and identify areas for improvement.
• Monitor pipeline health, win rates, and forecast accuracy, providing regular feedback and recommendations.
• Act as the LCML liaison with North American headquarters on sales effectiveness initiatives, cadence reviews, pipeline reviews, sales lead skills matrix review, and coordinate with relevant stakeholders to define sales incentive strategy with HR and LCML business leadership.
• Lead cross-functional initiatives to implement changes and improvements across the sales organization.
• Champion a culture of continuous improvement, encouraging innovation and adaptability in sales strategies.

Basic Qualifications  

• Bachelor’s degree.
• 5+ years of experience in sales, sales operations, or sales enablement.
• 5+ years of experience using data analytics tools for reporting. 

Preferred Qualifications

• MBA preferred.
• Proven ability to influence and lead peers in a matrixed environment. 
• Proven track record of driving sales effectiveness and measurable performance improvement.
• Experience in change management or leading organizational transformation initiatives.
• Experience developing and implementing sales training and development programs.
• Strong knowledge of CRM systems (e.g., Salesforce).
• Ability to work and collaborate cross-functionally across a global, matrixed organization.
• Exceptional analytical and problem-solving skills with the ability to interpret data and make informed decisions.
• Experience in Power BI, Excel and SAP highly preferred. 
• Knowledge of the light commercial market and industry trends.
• Outstanding communication, presentation, and interpersonal skills.
• Strong problem-solving and decision-making abilities.
• Ability to travel as needed.
• Ideal candidate located in Syracuse, NY. 

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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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