Indirect Sales Manager

Carrier Global Corporation 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 weve 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. For more information visit follow Carrier on social media at @Carrier.

About this role:

As an Indirect Sales Manager youll play a pivotal role in shaping how our business executes deals manages performance & risk and delivers for our customers. Youll 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. Youll 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 youll make decisions that protect our margins reduce risk and enable faster cleaner execution across the business.

Key Responsibilities:

Channel Leadership & Sales Enablement

• Manage 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 Governance

• Review 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 Governance

• Drive 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 & Collaboration

• Partner 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 & Reporting

• Facilitate 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 Qualifications

• Bachelors degree
• 3 years of experience in sales management commercial operations contract management and/or sales support within a B2B or industrial environment.

Preferred Qualifications

• Experience 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 PowerBI
• Familiarity 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.

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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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