VP, Sales Excellence

Job Description

Carrier Enterprise (CE) is a subsidiary of the largest independent HVAC/R distribution company in the world, Watsco, Inc. CE proudly distributes the Carrier, Bryant, and Payne brands of HVAC equipment, as well as a full line of aftermarket parts, supplies, and accessories. CE has over 150 locations throughout 28 states, Puerto Rico, the Caribbean, and Latin America.

Job Description: Vice President Sales Excellence

This position may sit in any CE Domestic branch; Remote.

Reporting to the EVP Sales, the Vice President of Sales Excellence leads the CE Sales Excellence (CESX) program in the North American business. The vision to ultimately create standard work within the sales organization that delivers consistent, sustainable, and measurable behaviors to deliver business results time and again.

The Vice President of Sales Excellence is pivotal in driving the efficiency, productivity, and effectiveness of the sales organization. This strategic position involves strategy, training, enablement, and operations to empower sales teams, enhance their skills, and accelerate revenue growth. This leader collaborates closely with sales leadership, cross-functional teams, and stakeholders to align sales initiatives with business objectives and sales strategies.

Responsibilities involve developing and implementing a multi-year sales excellence strategy aligned with the commercial strategy, fostering a shared sales culture, enhancing sales competencies, and deploying advanced programs, business tools, and technology. The role requires collaboration with executive and region leaders, to drive change within the Sales Excellence workstreams that contribute to the company's sustainable, long term growth and success.

Duties and Responsibilities:

• Establish and embed core principles of the organization’s CE Sales Excellence throughout the regions.
• Develop a multi-year Sales Excellence strategy, collaborating with the Sales Leadership Teams and commercial teams to drive sales growth and business plan delivery.
• Partner with Sales Leadership to identify all strategies, goals, and expectations hitting sales objectives.
• Partner with cross-functional team to create a sales scorecard, expectations, and policy for all sales to promote cross functional collaboration and transparency.
• Lead and influence stakeholders within the sales function and other commercial functions.
• Implement Sales Excellence strategies with agreed measures and metrics, addressing critical skill and expertise needs.
• Optimize talent to execute Sales Excellence strategies.
• Evaluate, implement, and optimize sales enablement platforms, CRM systems, and sales productivity tools to support sales effectiveness and efficiency.
• Drive CRM data management tool adoption to support robust growth, predictable results, and efficient business processes.
• Provide training, guidance, and support to sales teams on the use of sales tools and technology.
• Ensure internal and external best practices are captured and deployed.
• Establish a sales capability upskill agenda with relevant success metrics.
• Conduct periodic capability assessments to understand strengths, gaps, and priorities.
• Guide the development of best practices and tools to drive sales excellence.
• Engage with internal and external experts to incorporate industry-leading sales practices.
• Establish and lead regular governance forums to track progress and share initiatives.
• Collaborate with People and Culture colleagues to drive learning and development in sales.
• Continuously monitor and evaluate the effectiveness of sales excellence initiatives.
• Manage the Sales Excellence operational budget.
• Content advisor and liaison - Partner with marketing and product teams to ensure collateral, presentations, and resources directly reflect the sales process and customer needs.
• Ensure sales content is relevant, compelling, and tailored.
• Establish processes with marketing partners to continually refine and improve sales assets.
• Create a sales advisory board and host monthly meetings to bounce ideas and get feedback on initiatives, training, and topics needed – voice of sales.