Regional Key Account Manger

CAREL USA, Inc. is an innovative, high-tech company that offers professional development and skills enhancement opportunities, both nationally and internationally working for CAREL means taking an active role in building the company’s success, and enjoying a professional experience that involves developing a spirit of initiative, a sense of responsibility and an aptitude to work within multicultural and change-oriented environment.

About CAREL:

Founded in 1973, CAREL is a world leader in control solutions for air-conditioning, refrigeration and heating, and systems for humidification and evaporative cooling. We design our products to bring energy savings and reduce the environmental impact of machinery and systems. Our solutions are used in commercial, industrial and residential applications.

Specifically, we have operations in the Americas (North, Central, and South), Asia Pacific, Africa and Europe; we have 18 fully-owned subsidiaries and 7 production sites, in addition to partners and distributors in a further 75 countries.

Our mission of high-efficiency solutions summarizes the model that CAREL has adopted, both the starting point and the final objective that enclose the entire process, from conception to production and marketing of our systems. Research, innovation, and technology are the keys to our success: for more than forty years, customer needs have been at the center of our design work, so as to offer elements of differentiation in terms of both functions and appearance.

Carel offers great medical, dental, vision, and life insurance benefits, vacation, sick and personal time, along with a 401k plan.

Find out more about us: www.Carelusa.com

SUMMARY Carel USA is searching for an energetic, mechanically inclined Sales Manager to be an integral part of developing and growing our Refrigeration customers throughout the Western United States. The right candidate should be capable to develop relationships with final Decision Makers, End Users and Influencers, aiming to specify Carel technology and solutions but also technical enough to confidently explain Carel’s energy efficient solutions and value propositions to different OEM and Contractors stakeholders. They need to be able to build strong sales relationships with all our valued partners.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. Responsibilities and activities may change at any time with or without notice.

• Accountable for the accuracy of market information, competitors position and business dimensioning (Business Intelligence) of assigned markets, and information sharing with CAREL relevant players;
• Accountable to identify new investment trends and create appropriated lobbying activities;
• Accountable to generate market attention to CAREL technology and proposing new promotional initiatives to expand market share / niches;
• Accountable to organize events targeted at having CAREL technology specified / qualified by local industries;
• Develop relationship networks in order to identify Final Decision Makers and Influence Players;
• Keep monitored the map of investments in the Retail environment;
• Identify targets in cooperation with Group Head of Sales, Group Head of Marketing, Managing Director and Business Development Manager, in line with Corporate Strategy;
• Promote, with support of national team and local staff, CAREL technology to Final Decision Makers and Influencers in the market segment of Retail business;
• Identify, establish and consolidate relationships with major OEMs, Contractors and Partners in the market

• Capable of reviewing specifications, sequence of operations and other customer provided documentation to develop and prepare proposals and quotations. Use internal resources as needed.
• Develop and deliver product demonstrations and sales presentations that explain key technical aspects of solutions that will benefit customers and prospects.
• Work with the client to problem-solve through every hurdle during the sales process.
• Provide feedback to the team as well as R&D for process or product improvements as required.
• Work collaboratively with the forecasting team and software development team
• Show a willingness to travel and devote necessary effort to challenging sales projects.

COMPETENCIES

To perform the job successfully, an individual should demonstrate the following competencies:

• Previous experience in refrigeration industry for at least 5 years
• Good refrigeration market and players knowledge in western countries
• Excellent communication and value selling skills
• Proven track record of B2B sales of quality products
• Strong customer relationship skills- This person needs to be a clear and thorough communicator.
• Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs work flows and procedures.

• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE - Degree and / or Certificate from an accredited technical school preferable, or equivalent experience, related to HVAC.

Carel is an equal opportunity employer.