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

KEY ACCOUNT MANAGER - FOOD RETAIL - REF

SUMMARY

The Key Account Manager (Food Retail) position is responsible for developing direct relationships with retail chains to drive revenue through all sales channels in North America. To do so the KAM must cultivate partnerships with retailers, contractors, design and engineering firms, distributors, and OEMs – the full ecosystem around a retailer. This is a value-based sales position, with the ideal candidate having a high degree of demonstrated professional sales process knowledge and skill, as well as supermarket-industry commercial refrigeration and enterprise software and services sales experience. Experience selling commercial solutions, new and developing products, developing a future strategy, and cultivating strategic alliances is key. This role is responsible for developing and growing North American refrigeration revenue, focusing on retailers in the US (primarily), Canada, and Mexico.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Promotes CAREL solutions’ value to potential customers and partners in a compelling, monetized manner
Approaches the market with a top-down sales strategy
Able to communicate in a compelling manner with all levels within an organization (internal and within customer organization), including C-level, director-level as well as key stakeholders in work groups such as R&D, Operations, Marketing, Field Installation & Support Services, and Software Development
Performs customer research, qualifies potential business according to CAREL’s stated strategic profile, and builds and maintains a healthy new business funnel continuously
Uses specific methodology and discipline for contacting and engaging new opportunities with a high response rate
Prepares customer meeting plans before meetings with each customer to provide value at every meeting and has a pre-defined successful outcome
Moves funnel accounts through the sales process from the initial contact to a purchase order through a strategic engagement model
Is a sales leader in the world region who serves as an example and collaborator with Managing Directors and Regional Sales Managers
Works with Regional Sales Managers to split and coordinate strategic and tactical responsibilities
Collaborates with project managers, engineers, field technicians, and other technical specialists
Raises known engagement gaps and proposes continuous improvement ideas
Collaborates with internal specialists to organize customer or partner technical support and training
Provides feedback to key stakeholders to contribute to a successful and trouble-free end-user experience
Collaborates with internal stakeholders and system integrators to advance end-user engagements
Documents required and useful information in CRM
Assist in the analysis of present and potential markets for new or existing products or services
Provides feedback to the product development function and facilitates meetings between customers and partners with internal product marketing and R&D roles when appropriate
Is a key participant in CAREL market presence, including, but not limited to, CAREL presence at trade shows and by presenting her/himself as a professional and knowledgeable representative of CAREL in all professional situations
Other duties may be assigned as needed

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.

EDUCATION – 4-year university degree or equivalent. Electro-mechanical education is helpful.
LANGUAGE SKILLS – Excellent verbal, written, and presentation communication skills. Must be good at hearing and relating.
REASONING SKILLS – High degree of business aptitude.
EXPERIENCE – 5 or more years of professional sales experience selling solutions to a retail corporate environment using a top-down methodology or equivalent is required. Experience selling (in order of preference) commercial refrigeration control solutions, SaaS, HVAC, energy monitoring solutions, and lighting control solutions. Experience working inside a food retail OEM or supermarket organization is a plus.
COMPETENCIES – PowerPoint, Excel, Word, demonstrated self-motivation resulting in high performance with little supervision. Experience using Google Gmail, Calendar, and Drive is helpful.
LANGUAGE SKILLS – The candidate must be fluent in English. Spanish is a plus.
MATHEMATICAL SKILLS – Sufficient to monetize the value of products and services and calculate a break-even milestone.
PHYSICAL DEMANDS – The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Required travel fluctuates, with 40% - 60% being the average for overnight travel. Some international travel is required for trade shows and global headquarters meetings. Some evening promotion time is necessary at trade shows and events.
WORK ENVIRONMENT – The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Work environments include, but are not limited to, CAREL regional, national, and international offices, car, airline flights, customer offices and headquarters, internal and external labs and manufacturing facilities, retail environments, construction sites, and home office.

Carel Usa Llc

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Key Account Manager - Food Retail - Ref