Strategic Accounts Director

Carrier is the leading global provider of healthy, safe and sustainable building and cold chain solutions with a world-class, diverse workforce with business segments covering HVAC, refrigeration, and fire and security. We make modern life possible by delivering safer, smarter and more sustainable services that make a difference to people and our planet while revolutionizing industry trends. This is why we come to work every day.

Join us and we can make a difference together.

The Strategic Accounts Director is a key role at Onity, a Carrier company. This role will play a key part in expanding and managing the growth of a Strategic Account while acting as a trusted advisor in providing creative and innovative strategies to complex account objectives. The incumbent will be a strategic, creative and organized professional who takes pride in seeing account sales growth, operations running smoothly and efficiently;

a single point of contact that is responsible for all contractual deliverables globally and who will partner with the appropriate subject matter leads to ensure consistency of delivery.

• Primary point of contact for all Strategic Account communication, engagement or activities – be the voice of the customer within Onity, be the voice of Onity with the customer
• Manages all aspects and ensures compliance to all contractual requirements and manages outcomes to ensure all KPIs are met
• Becomes a trusted partner, building strong relationships with client leaders across supply chain/purchasing, product management, operations, IT and leadership. Create and cultivate, friendly and enjoyable work relationship.
• Partners with ONITY divisions (customer service, engineering, operations, finance/billing, technical support) engaging with subject matter experts to provide complete resolution to any client inquiries and/or problems.
• Involved in developing strategic plans and business growth strategies and/or, where appropriate, identifying cost efficiency opportunities.
• Conduct timely (quarterly) business reviews with appropriate stakeholders ensuring forward account momentum
• Provides day-to-day leadership to the account-based resources within the organization and drives framework and consistency across multiple countries.
• Generates a robust communication strategy and ensures accuracy of messaging (written and verbal) both internally and externally
• Supports the strategic objectives which underpin both Onity’s and the Account’s vision, be part of the governance team in reviewing delivery against the objectives
• Provide the annual plan for the Strategic Account in coordination and cooperation with geographic Onity sales/support offices worldwide, and communicate this plan within Onity and to the Strategic Account, including regular progress throughout the year.
• Lead all related programs of work from inception through to completion; has experience of leading teams through projects and understands the steps which are needed in this journey
• Proactively manages & oversees the implementation of any new operational processes and procedures which are needed to be deployed within the account as necessary
• Works with the wider leadership team to provide a single communications strategy/voice. Is able to interrogate analytics to identify opportunities for sales growth, product change and/or innovation.
• Work with the Strategic Account to expand Onity’s presence globally, and to deliver consistently across geographic boundaries.
• Must be willing to travel to personally communicate Strategic Account relationship objectives to extended teams, and to engage in strategic Global Account.
• Must model the capabilities of an ‘Executive Sales Professional’ to sales colleagues, and be a mentor and guide when appropriate.

• Bachelor’s Degree
• 3 years of Strategic Account Management Experience

• MBA or advanced degree coupled with 4-year degree (Business Administration, Engineering (Systems), Computer Science) from a respectable institution
• 8 years of Strategic Account Management working for a major industrial, electronics, security, networking or consumer products firm
• Hospitality Technology Sales-related Experience
• Strong interpersonal communication experience, able to work easily with all layers of complex organizations (including franchise owners)
• Highly organized yet flexible/adaptive skillset – able to juggle multiple balls at once without a single drop
• Metrics / Accountability / Measurement
• Account success measured as increased sales, lowered costs, higher MFA/promoter score
• Increased sales opportunities with corporate-managed and franchised accounts under property flag