What are the responsibilities and job description for the Strategic Account Manager position at CCR (Carrier Commercial Refrigeration)?
Overview
CCR North America is seeking a Strategic Sales Manager to drive long-term growth and deepen relationships with top U.S. food retailers. This role is responsible for managing and expanding enterprise-level accounts, embedding CCR’s CO₂ and refrigeration solutions into customer sustainability, compliance, and cost-efficiency strategies. The successful candidate will act as a trusted advisor to executive stakeholders, ensuring CCR is positioned as the partner of choice for innovation and long-term value creation.
Responsibilities
Account Strategy & Development
- Develop and execute multi-year strategic account plans aligned with customer goals and CCR’s growth objectives.
- Expand CCR’s footprint within major retailers across business units, store formats, and regions.
- Shape customer vision from pilot projects into enterprise-wide rollouts and national standards.
- Identify opportunities for upsell and cross-sell across CCR’s refrigeration portfolio.
Customer Engagement & Partnership
- Build executive-level relationships (C-suite, sustainability, operations, engineering).
- Position CCR as a thought leader in CO₂ refrigeration and sustainability transformation.
- Facilitate joint planning sessions, QBRs, and steering committees with strategic customers.
- Act as the customer’s trusted advisor, anticipating future needs and regulatory pressures.
Collaboration & Internal Alignment
- Partner closely with Business Development Managers (BDMs) to transition accounts from initial pilot stage to long-term growth.
- Work cross-functionally with CCR’s technical, service, and product teams to deliver tailored solutions.
- Provide market insights to leadership and product development to shape CCR’s innovation pipeline.
Qualifications
Required Skills & Attributes
- Vision-driven: able to influence and shape long-term customer strategies.
- Trusted advisor: strong executive presence and ability to engage senior stakeholders.
- Influential communicator: adept at tailoring messages across organizational levels.
- Resilient & strategic: anticipates obstacles and positions CCR as the solution partner.
- Farmer mentality: focuses on nurturing and expanding accounts over 5–10 years.
- Collaborative growth mindset: thrives in a cross-functional, team-oriented environment.
KPIs & Success Measures
- Revenue growth within strategic accounts across regions and business units.
- Increased CCR share of wallet and expanded adoption of CO₂ refrigeration solutions.
- Establishment of CCR as the preferred long-term partner for sustainable refrigeration.
- Successful delivery of multi-year account plans and national rollouts.
- Executive sponsorships secured and maintained at top 20 U.S. retailers.
- High customer satisfaction, retention, and repeat business performance.
Experience & Qualifications
- 8–12 years in strategic account management or enterprise sales, preferably within HVAC, refrigeration, or related industrial sectors.
- Proven track record of managing and growing multi-million-dollar accounts.
- Experience selling complex technical solutions into large retail or food service organizations.
- Strong understanding of sustainability, ESG, and regulatory drivers affecting refrigeration.
- Bachelor’s degree in Business, Engineering, or related field (MBA preferred).
- Ability to travel domestically (~30–40%).
What We Offer
- Opportunity to shape CCR’s growth in North America during a period of major CO₂ refrigeration adoption.
- Competitive compensation with performance-based incentives.
- Strong professional development and career progression within a global organization.
- Work with an international leader in sustainable refrigeration solutions, trusted by 24,000 installations worldwide.