Indirect Sales Manager

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    "url": "https://careers-ccr.icims.com/jobs/5742/indirect-sales-manager/job",
    "@type": "JobPosting",
    "title": "Indirect Sales Manager",
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    "datePosted": "2026-03-25T04:00:00.000Z",
    "description": "<h2>Overview</h2>\n<p>Main purpose: </p>\n<p> </p>\n<p>The Sales Executive is responsible for developing, managing, and growing CCR’s Design & Build (D&B) contractor and indirect sales channel across the United States, Mexico and Central America. The role focuses on building structured, long-term partnerships with preferred and certified contractors and resellers that enable scalable, standardized, and low-risk deployment of CCR product and solution portfolios. </p>\n<p>This role supports CCR’s 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. </p>\n<p>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. </p>\n<p>The successful applicant will report direct to the North American Sales Director. </p>\n<p> </p>\n<p>Strategic Context: </p>\n<p>CCR’s North American strategy is focused on: </p>\n<ul>\n <li><p>Partnering with customers and channels that enable repeatable and scalable growth </p></li>\n</ul>\n<ul>\n <li><p>Supporting regulatory and environmental transition through advanced refrigeration solutions </p></li>\n</ul>\n<ul>\n <li><p>Improving uptime, execution quality, and customer satisfaction </p></li>\n</ul>\n<ul>\n <li><p>Focusing resources where CCR solutions deliver long-term value rather than short-term volume </p></li>\n</ul>\n<p> </p>\n<p>Design & Build contractors and resellers play a critical role in translating specification into execution. This role ensures CCR is aligned with contractors who enable: </p>\n<ul>\n <li><p>Standardization of solutions </p></li>\n</ul>\n<ul>\n <li><p>Faster deployment of new technologies </p></li>\n</ul>\n<ul>\n <li><p>Reduced execution risk </p></li>\n</ul>\n<ul>\n <li><p>Stronger influence at project level </p></li>\n</ul>\n<p> </p>\n<h2>Responsibilities</h2>\n<p> </p>\n<p>Channel Development & Partner Management </p>\n<ul>\n <li><p>Identify, recruit, and develop national and multi-regional D&B contractor and reseller partners aligned with CCR strategic markets. </p></li>\n</ul>\n<ul>\n <li><p>Establish and manage Preferred Contractor relationships. </p></li>\n</ul>\n<ul>\n <li><p>Build structured engagement plans with key contractor partners across regions. </p></li>\n</ul>\n<ul>\n <li><p>Drive adoption of CCR product standards, installation practices, and solution platforms. </p></li>\n</ul>\n<ul>\n <li><p>Support contractor capability development around CO₂ and future technologies. </p></li>\n</ul>\n<p> </p>\n<p>Sales & Growth Delivery </p>\n<ul>\n <li><p>Drive specification and sales growth across CCR product lines through contractor relationships. </p></li>\n</ul>\n<ul>\n <li><p>Influence contractor technology selection during early project stages. </p></li>\n</ul>\n<ul>\n <li><p>Support repeat project execution through standardized solution deployment. </p></li>\n</ul>\n<ul>\n <li><p>Deliver profitable growth aligned with CCR margin and execution objectives. </p></li>\n</ul>\n<p> </p>\n<p> </p>\n<p>Execution & Quality Alignment </p>\n<ul>\n <li><p>Ensure contractor partners understand CCR technical standards and startup requirements. </p></li>\n</ul>\n<ul>\n <li><p>Work cross-functionally with engineering, field service, and product teams to improve execution outcomes. </p></li>\n</ul>\n<ul>\n <li><p>Reduce project risk through early engagement and structured communication. </p></li>\n</ul>\n<ul>\n <li><p>Support consistent installation quality across regions. </p></li>\n</ul>\n<p> </p>\n<p>Market & Channel Intelligence </p>\n<ul>\n <li><p>Maintain visibility of contractor capabilities, geographic coverage, and project pipelines. </p></li>\n</ul>\n<ul>\n <li><p>Identify emerging regional leaders and technically advanced mid-sized contractors. </p></li>\n</ul>\n<ul>\n <li><p>Provide feedback to product and leadership teams on market trends and contractor needs. </p></li>\n</ul>\n<ul>\n <li><p>Support development of certification and partner enablement programs. </p></li>\n</ul>\n<p> </p>\n<p>Target Partner Profile (Prioritized) </p>\n<p>The Channel Partner Manager will focus on contractors and resellers who: </p>\n<ul>\n <li><p>Operate across multiple states or regions  </p></li>\n</ul>\n<ul>\n <li><p>Specialize in core refrigeration markets </p></li>\n</ul>\n<ul>\n <li><p>Deliver repeat projects with major end users </p></li>\n</ul>\n<ul>\n <li><p>Demonstrate strong technical capability </p></li>\n</ul>\n<ul>\n <li><p>Invest in training and new technologies </p></li>\n</ul>\n<ul>\n <li><p>Have experience with CO₂ or advanced refrigeration systems </p></li>\n</ul>\n<ul>\n <li><p>Enable scale and standardization </p></li>\n</ul>\n<p>The role will deprioritize: </p>\n<ul>\n <li><p>Small local installers with limited scalability </p></li>\n</ul>\n<ul>\n <li><p>Price-led contractors competing primarily on cost </p></li>\n</ul>\n<ul>\n <li><p>Non-certified contractors with inconsistent execution </p></li>\n</ul>\n<ul>\n <li><p>General contractors lacking refrigeration expertise </p></li>\n</ul>\n<p> </p>\n<p>Success Measures (KPIs) </p>\n<ul>\n <li><p>Growth of CCR sales through Preferred/Certified D&B contractors </p></li>\n</ul>\n<ul>\n <li><p>Number and quality of strategic contractor partnerships established </p></li>\n</ul>\n<ul>\n <li><p>Repeat project wins and standardized solution adoption </p></li>\n</ul>\n<ul>\n <li><p>Increased CCR influence in contractor-led technology decisions </p></li>\n</ul>\n<ul>\n <li><p>Margin performance aligned with channel expectations </p></li>\n</ul>\n<ul>\n <li><p>Forecast visibility improvement through partner engagement </p></li>\n</ul>\n<h2>Qualifications</h2> \n<p>Experience & Qualifications </p>\n<p>Required </p>\n<ul>\n <li><p>5+ years’ experience in commercial refrigeration, HVACR, or related industry </p></li>\n</ul>\n<ul>\n <li><p>Strong understanding of contractor-led project environments </p></li>\n</ul>\n<ul>\n <li><p>Experience managing multi-state or national contractor relationships </p></li>\n</ul>\n<ul>\n <li><p>Demonstrated ability to influence technical sales decisions </p></li>\n</ul>\n<ul>\n <li><p>Strong commercial and relationship management skills </p></li>\n</ul>\n<ul>\n <li><p>Bilingual English and Spanish </p></li>\n</ul>\n<p>Preferred </p>\n<ul>\n <li><p>Experience with CO₂ refrigeration systems or energy-efficient refrigeration technologies </p></li>\n</ul>\n<ul>\n <li><p>Experience working with food retail or cold chain customers </p></li>\n</ul>\n<ul>\n <li><p>Knowledge of US regulatory landscape impacting refrigeration technologies </p></li>\n</ul>\n<ul>\n <li><p>Experience in channel development or partner programs </p></li>\n</ul>\n<p> </p>\n<p>Personal Profile </p>\n<ul>\n <li><p>Strategic thinker with disciplined execution mindset </p></li>\n</ul>\n<ul>\n <li><p>Comfortable operating across sales, technical, and operational teams </p></li>\n</ul>\n<ul>\n <li><p>Strong communicator able to influence at multiple organizational levels </p></li>\n</ul>\n<ul>\n <li><p>Focused on long-term partnership development rather than transactional sales </p></li>\n</ul>\n<ul>\n <li><p>Data-driven and structured in approach </p></li>\n</ul>\n<ul>\n <li><p>Able to balance growth with execution quality </p></li>\n</ul>\n<p> </p>\n<p>Key Message of the Role </p>\n<p>This is not a role focused on working with the most contractors — it is focused on working with the right contractors who enable scale, standardization, and low-risk deployment of CCR solutions across North America, Mexico to Central America. </p>\n<p> </p>\n<p>Location: </p>\n<p>Ideally based in Charlotte, NC, but open to remote/hybrid for the right candidate</p>",
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          "streetAddress": "615 S COLLEGE ST",
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    "validThrough": "2027-03-25T04:00:00.000Z",
    "employmentType": "OTHER",
    "hiringOrganization": {
      "name": "CCR (Carrier Commercial Refrigeration)",
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      "sameAs": "https://www.carrier.com/commercial-refrigeration/en/eu/"
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    "occupationalCategory": "Sales"
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