Residential Light Commercial (RLC) Territory Manager

About Us

Carrier Enterprise (CE) is a subsidiary of Watsco, Inc., the largest independent HVAC/R distribution company in the world. We distribute industry-leading brands such as Carrier, Bryant, Payne, GREE, and other HVAC and Refrigeration equipment, along with a full line of aftermarket parts, supplies, and accessories. With approximately 200+ locations across 28 states, Puerto Rico, the Caribbean, Latin America, Mexico, and Canada, and over 2,000+ employees, our vast footprint, inventory, and e-Commerce platform enable us to provide best-in-class service to our customers. Carrier Enterprise is dedicated to delivering Comfort Excellence to the HVAC/R industry, with a vision to become a world-class distribution company through relentless pursuit of service excellence. We embrace diverse experiences, backgrounds, and ideas, strengthening our teams and business.

Carrier Enterprise is an Equal Opportunity Employer offering a competitive total pay (plus bonus on sales incentives) and benefits package, including health, dental, vision, life insurance, and 401(k).

About the Role

In this role, you will be responsible for sales in assigned RLC business regions, driving optimum efficiency and maximizing profit. You will promote sales and marketing strategies and build strong business relationships with customers. This position requires over 40% travel throughout Latin America (LATAM). We seek a strong individual contributor with a desire to grow and expand business.

The RLC Territory Manager is a distribution sales role focused on building business-to-business relationships, serving as an ambassador of CIAC to dealers representing our brands. The role primarily targets sales to distributors in assigned territories, who then sell to end users.

Responsibilities

• Develop the CIAC brand across the territory.
• Contact and call on HVAC distributors, mechanical contractors, and CIAC reps independently to achieve annual sales and gross margin targets.
• Assist distributors and dealers in promoting Carrier and CIAC brand Residential and Light Commercial HVAC equipment up to 30 tons.
• Conduct sales and product training for new distributors and dealers within the assigned territory.
• Execute sales plans effectively and demonstrate time-management skills for new business and account management.
• Track and monitor recruitment progress to penetrate and increase sales outreach within the assigned territory.
• Create new business through organized prospecting and increase market share in the assigned territory.
• Develop short-term and long-range market planning, including customer contact progression, in cooperation with other territory sales managers.
• Maintain current knowledge of competitors’ products, system characteristics, local competitive pricing, and market share.
• Create quotations, proforma invoices, and follow up on all current sales in the pipeline with Inside Sales support.
• Develop price lists for each distributor and work with factory representatives to improve costing and submit SPQs.
• Actively participate in local and regional trade organizations and trade shows.
• Segment local markets by proper product placement and recruit dealers specializing in HVAC industry fields (Retail sales, Distribution sales, Project sales).
• Understand order processes, credit and collections, product costing, and marketing tools.