Regional Sales Manager - Refrigeration

About the role

Carel USA is searching for an energetic, self-starter, and mechanically inclined Sales Manager to be an integral part of developing and growing our Refrigeration customer base throughout our southeast region. The right candidate should be comfortable communicating Carel’s technology and solutions to various groups of stakeholders (all levels of an organization), including top decision makers, end users, contractors, and OEM manufacturers.

Responsibilities

• Develop and deliver product demonstrations and sales presentations that explain key technical aspects of solutions that will benefit customers and prospects.
• Review specifications, sequence of operations, and other customer-provided documentation to develop and prepare proposals and quotations, using internal resources as needed.
• Work with the client to problem-solve throughout the sales process.
• Collaborate with the forecasting team, R&D team, and software development team to provide process or project improvement feedback.
• Generate market attention for CAREL technology and propose new promotional initiatives to expand market share or niches.
• Promote CAREL technology to key stakeholders and influencers in the retail business market segment, with support from the national team and local staff.
• Organize and attend events targeted at having CAREL technology specified or qualified by local industries.
• Identify, establish, and consolidate relationships with major OEMs, contractors, and partners in the market.
• Research market information, competitor positioning, and business intelligence of assigned markets, sharing insights with relevant CAREL teams.
• Identify new investment trends and develop relationship networks to pinpoint key areas of growth and expansion in cooperation with Group Head of Sales, Group Head of Marketing, Managing Director, and Business Development.
• Demonstrate a willingness to travel and devote necessary effort to challenging sales projects.
• Build and maintain a new business funnel continuously, using a specific methodology and discipline for contacting and engaging new OEMs in the region with a high response rate.
• Complete customer quoting (including price list management) and business reviews (internal and external).
• Conduct customer meetings—organize them, manage agendas, and take notes.
• Prepare visit reports and document all required and useful information in CRM.
• Manage sales projects, customer orders, follow-up, and regional channel forecasting.

Requirements

• Excellent communication and value selling skills.
• Strong customer relationship skills; must be a clear and thorough communicator.
• Problem-solving ability: identifies and resolves problems in a timely manner, gathers and analyzes information skillfully, develops alternative solutions, and works well in group problem-solving situations.
• Technical skills: good understanding of commercial and industrial refrigeration applications, refrigerant and norms evolution, and electronic controls and monitoring systems applied to refrigeration.

Qualifications

• Degree and/or certificate from an accredited technical school (preferable) or equivalent experience related to HVAC.
• 5+ years in the refrigeration industry.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Work Environment

• Typical office setting.
• Up to 50% travel required.
• Moderate noise level in the work environment.