Sales Operations Leader

About Carrier

Carrier is a global leader in intelligent climate and energy solutions, committed to creating healthier, safer, and more sustainable environments. With a legacy of innovation and a world-class, diverse workforce, we continue to lead by keeping customers at the center of everything we do. Our performance-driven culture fuels long-term value creation through strategic investments and bold growth initiatives.

Job Responsibilities

1. Set and Lead Sales Cadence Across AME

• Partner with GMs and Sales Leaders to establish a common sales rhythm that drives accountability, transparency, and timely decision-making.
• Elevate execution standards by embedding consistent practices and coaching senior leaders to sustain performance discipline.

2. Drive Pipeline Management Excellence

• Define and enforce a structured, region-wide pipeline and forecasting framework with common process stages, forecast methodologies, and reporting standards.
• Drive a single source of truth for sales data, enabling sharper insights and improved business predictability.

3. Lead Change Management and Field Adoption

• Design and execute a comprehensive change management roadmap to ensure adoption of new sales transformation initiatives.
• Partner with country and zone leaders to address resistance, build buy-in, and embed behaviours that last.
• Facilitate leadership workshops, communications, and capability-building sessions that make transformation tangible and repeatable.

4. Champion Commercial Excellence

• Act as a visible advocate and driver of Commercial Excellence across AME, linking sales behaviours directly to strategic growth priorities.
• Collaborate with enabling functions (Digital, Finance, Operations, etc.) to ensure initiatives translate into tangible business outcomes such as growth acceleration, sales linearity, and improved profitability.

Qualification & Skills

• Sales Operations Expertise – Proven experience in sales process design, forecasting, and pipeline management at a regional or global scale.
• Change Leadership – Track record of successfully driving transformation across complex, matrixed organizations.
• Influence & Stakeholder Alignment – Ability to influence at multiple levels across the organization.
• Program Leadership – Demonstrated success leading multi-country initiatives with measurable impact.
• Bias for Speed & Urgency – Able to move with pace, cut through complexity, and drive timely execution without sacrificing quality.
• CRM & Analytics – Hands-on proficiency with Salesforce (or equivalent CRM), with the ability to leverage data for actionable insights.
• Commercial Acumen – Strong business mindset, able to connect operational improvements to revenue growth, margin expansion, and customer outcomes.
• Executive Communication – Excellent communicator who can simplify complexity, frame insights persuasively, and drive alignment.

Preferred Experience:

• 7–10 years of experience in Sales Operations, Commercial Excellence, or related transformation roles.
• Experience in a global, matrixed organization.
• Knowledge of the HVAC, manufacturing, or industrial sector is a plus.

Carrier is an Equal Opportunity/Affirmative Action Employer.

We are committed to minimizing our environmental footprint and driving measurable impact through our ESG initiatives. Join us in shaping a smarter, more sustainable future.

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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