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.