Business Development Manager – Rental Systems, DACH

This is a fully remote position, open to applicants in Germany.

📋 Description

• Accountable for creating and nurturing a new portfolio of accounts within the HVAC sector to foster new business opportunities and enhance market presence for Carrier Rental Systems.

• Serves as Business Development Manager for HVAC accounts across the DACH region.

• Functions as a strategic partner and advisor to key customers, both internal and external, within Climate Solutions Europe – Commercial Channel, to discover new opportunities and synergies, advocate for the rental business within the new CSE organization, and generate mutual value.

• Locally executes European sales strategies for Rental Systems by crafting innovative sales concepts and determining the necessary infrastructure.

• Conducts the Customer Account Planning cycle, ensuring that account plans are established for each assigned customer and are aligned with their requirements and Carrier CSE Commercial expectations.

• Recognizes customer needs and formulates tailored solutions and proposals (e.g., specifications, framework agreements, project requirements) that align with the customer’s buying process, stakeholders, and cycle.

• Utilizes local sales teams from the Carrier and Viessmann brands in the DACH region as needed while preparing solutions and proposals.

• Communicates the Rental HVAC sales strategy to regional sales teams to ensure activities are accurately tracked and sales cycles are expedited.

• Develops and delivers sales presentations and proposals.

• Negotiates autonomously and collaboratively to finalize contracts that secure orders, revenue, and margin objectives.

• Closes sales opportunities and oversees customer onboarding processes.

• Gathers and provides market intelligence, customer feedback, and competitive analyses promptly.

• Monitors lost opportunities, especially those arising from portfolio, technology, or product gaps, and collaborates with the BDM Verticals and Rental Business Unit Manager to influence product development.

• Utilizes Salesforce CRM to document leads, contacts, activities, and opportunities, accurately logging opportunities by HVAC Vertical (Market Category & Application Type) and end users.

• Tracks sales KPIs, takes necessary actions to enhance sales performance, and identifies growth prospects.

• Plans focused sales activities in close cooperation with all sales representatives and marketing.

• Establishes and manages regional, individual, and industry-specific sales targets.

• Provides results-driven support and business development for our sales partners, while also building and expanding key accounts and potential rental partners in the regions.

• Responsible for timely reporting of external and internal, national and European inquiries (KPIs).

• Defines, organizes, and monitors necessary resources; reports resource requirements to the Rental BUM when necessary.

• Generates leads for future pipeline opportunities by thoroughly understanding future investments and project pipelines of key accounts within the industry.

• Manages all opportunities through to closing, in conjunction with regional sales teams and other internal stakeholders.

• Cultivates long-term relationships with both existing and potential customers.

• Identifies, qualifies, and develops a pipeline of sales opportunities for the key accounts portfolio in the HVAC sector.

⛳️ Requirements

• Degree in engineering, business administration, or a comparable qualification.

• Several years of sales experience in the rental business within the refrigeration & air conditioning industry, as well as in the heating sector.

• Robust portfolio knowledge of the Carrier and Viessmann brands.

• Technical expertise in heating systems combined with substantial experience in the HVAC rental business.

• Proficient in professional value proposition selling in a B2B context.

• Strong analytical and problem-solving abilities.

• Exceptional communication skills, high self-motivation, and a strong sense of responsibility.

• Organized and dependable working style.

• Willingness to travel extensively (approximately 50%) within the DACH region.

• Experience in Strategic Account Management in B2B sales.

• Proficient in value-based, professional sales methodologies in a B2B environment.

• Strong analytical skills and diagnostic competence.

• High numerical aptitude and excellent writing abilities.

• Proven problem-solving capabilities.

• Ability to function effectively in a matrix-organized corporate structure, including local sales teams, headquarters, product, and global account teams.

• Excellent time management skills to achieve sales targets within established deadlines.

• Extensive experience with Salesforce CRM and confident use of standard office applications such as MS Office and other business software.

🏝️ Benefits

• A dynamic, supportive team.

• Varied tasks in a growing service domain.

• Opportunities for training and personal growth.

• Modern IT and systems landscape to optimally support tasks.

• Flexible working conditions and appealing employee benefits.