Indirect Sales Manager

Main purpose:

TheSales Executiveis responsible fordeveloping managing and growing CCRs Design & Build (D&B) contractorand indirect sales channel across the United StatesMexicoandCentral America. The role focuses on building structured long-term partnerships with preferred and certified contractorsand resellersthat enable scalable standardized and low-risk deployment of CCR product and solution portfolios.

This role supports CCRs strategy to prioritize quality of execution repeatability and long-term profitable growth by aligning contractor partners with CCR technologies standards and customer requirements across multiple product lines.

The Channel Partner Manager will ensure CCR works with contractors who influence technology decisions execute at scale and support consistent delivery across strategic end users and targeted sectors.

The successfulapplicantwillreportdirectto theNorth AmericanSalesDirector.

Strategic Context:

CCRs North American strategy is focused on:

• Partnering with customers and channels that enable repeatable and scalable growth

• Supporting regulatory and environmental transition through advanced refrigeration solutions

• Improving uptime execution quality and customer satisfaction

• Focusing resources where CCR solutions deliver long-term value rather than short-term volume

Design & Build contractorsand resellersplay a critical role in translatingspecificationinto execution. This role ensures CCR is aligned with contractors who enable:

• Standardizationof solutions

• Faster deployment ofnew technologies

• Reduced execution risk

• Stronger influence at project level

Channel Development & Partner Management

• Identify recruit and develop national and multi-regional D&B contractorand resellerpartners aligned with CCR strategic markets.

• Establish and manage Preferred Contractor relationships.

• Build structured engagement plans with key contractor partners across regions.

• Drive adoption of CCR product standards installation practices and solution platforms.

• Support contractor capability development around CO₂ and future technologies.

Sales & Growth Delivery

• Drive specification and sales growth across CCR product lines through contractor relationships.

• Influence contractor technologyselectionduring early project stages.

• Support repeat project execution throughstandardizedsolution deployment.

• Deliver profitable growth aligned with CCR margin and executionobjectives.

Execution & Quality Alignment

• Ensure contractor partners understand CCR technical standards and startup requirements.

• Work cross-functionally with engineering field service and product teams to improve execution outcomes.

• Reduce project risk through early engagement and structured communication.

• Support consistent installation quality across regions.

Market & Channel Intelligence

• Maintain visibility of contractor capabilities geographic coverage and project pipelines.

• Identifyemerging regional leaders and technically advanced mid-sized contractors.

• Provide feedback to product and leadership teams on market trends and contractor needs.

• Support development of certification and partner enablement programs.

Target Partner Profile (Prioritized)

The Channel Partner Manager will focus oncontractorsand resellerswho:

• Operate across multiple states or regions

• Specialize in core refrigeration markets

• Deliver repeat projects with major end users

• Demonstrate strong technical capability

• Invest in training andnew technologies

• Have experience with CO₂ or advanced refrigeration systems

• Enable scale andstandardization

The role willdeprioritize:

• Small local installers with limited scalability

• Price-led contractors competing primarily on cost

• Non-certified contractors with inconsistent execution

• General contractors lacking refrigerationexpertise

Success Measures (KPIs)

• Growth of CCR sales through Preferred/Certified D&B contractors

• Number and quality of strategic contractor partnerships established

• Repeat project wins and standardized solution adoption

• Increased CCR influence in contractor-led technology decisions

• Margin performance aligned with channel expectations

• Forecast visibility improvement through partner engagement