Account Manager, District Cooling Vertical

Carrier; Dubai; On-site; AED 400,000 - 800,000; Full time

Job summary

Carrier is seeking a senior sales and business development professional to drive UAE district cooling market growth. You will identify strategic opportunities, shape project requirements early, and build a robust pipeline across Dubai, Abu Dhabi and the Northern Emirates.

You will engage with EPCs, developers and operators to influence specifications and secure long-term partnerships. The role requires extensive experience in HVAC/district cooling, strategic account management, and a proven

Qualifications

• 8-15 years of relevant experience in HVAC, District Cooling, Utilities, Infra, Energy or related industries.
• Proven experience in sales, business development and strategic key account management.
• Demonstrated experience managing complex B2B sales opportunities and long-cycle project pursuits.
• Strong understanding of UAE construction, infrastructure and district cooling market.

Responsibilities

• Develop and execute a UAE District Cooling market growth plan aligned with Carrier's strategic objectives.
• Identify, qualify and pursue strategic district cooling opportunities across Dubai, Abu Dhabi and the Northern Emirates.
• Develop and maintain a robust opportunity pipeline and provide accurate sales forecasts.
• Engage with project stakeholders at an early stage to influence project requirements, specifications, system design and equipment selection.
• Establish and maintain trusted relationships with major district cooling providers and operators across the UAE.
• Develop long-term customer relationships and pursue framework agreements and strategic partnerships.
• Coordinate with internal sales, engineering, product, service and commercial teams to develop effective project strategies.
• Lead opportunity strategy and pursuit plans for strategic projects.

Skills

Strategic selling

Key account management

Market intelligence

Stakeholder management

Consultative selling

Pipeline management

Commercial negotiations

Relationship building

HVAC knowledge

District Cooling

Energy solutions

Cross-functional collaboration

Job description

* Develop and execute a UAE District Cooling market growth plan aligned with Carrier's strategic objectives.* Identify, qualify and pursue strategic district cooling opportunities across Dubai, Abu Dhabi and the Northern Emirates.* Develop and maintain a robust opportunity pipeline and provide accurate sales forecasts.* Engage with project stakeholders at an early stage to influence project requirements, specifications, system design and equipment selection.* Identify emerging market opportunities, upcoming projects and future district cooling developments.* Develop market intelligence covering competitors, consultants, developers, district cooling providers, EPC contractors and market trends.* Develop new customer contacts and proactively identify opportunities within existing and prospective accounts.* Support regional strategic initiatives and growth programs related to the district cooling business.* Establish and maintain trusted relationships with major district cooling providers and operators across the UAE.* Develop and execute strategic account plans for key customers.* Build relationships at executive, commercial, technical and operational levels.* Understand customer business strategies, technical requirements and investment plans to identify opportunities for Carrier.* Develop long-term customer relationships and pursue framework agreements and strategic partnerships.* Identify opportunities to expand Carrier's business within existing strategic accounts.* Coordinate customer engagement strategies across Carrier's relevant business functions.* Maintain a strong understanding of customer organizations, decision-making structures and key influencers.* Establish and maintain strong relationships with master developers, developers, engineering consultants, MEP consultants and project management companies.* Promote Carrier's district cooling solutions and technical capabilities throughout the project development lifecycle.* Conduct technical workshops, lunch-and-learn sessions, product presentations and customer engagement activities.* Support design consultants in evaluating and selecting high-efficiency district cooling solutions.* Drive specification positioning for Carrier centrifugal chillers and integrated district cooling system solutions.* Influence project specifications and technical requirements at an early stage.* Develop relationships with key technical influencers and decision-makers to strengthen Carrier's position on major projects.* Engage EPC contractors during concept, FEED, tender and project execution stages.* Identify and develop opportunities associated with major district cooling, utility and infrastructure projects.* Lead opportunity strategy and pursuit plans for strategic projects.* Coordinate technical, commercial and contractual support throughout the sales and project pursuit process.* Participate in bid preparation, proposal development and commercial negotiations.* Track project milestones, customer requirements and decision-making processes.* Proactively develop prospective projects with assigned and target customers.* Coordinate with internal sales, engineering, product, service and commercial teams to develop effective project strategies.* Maintain visibility of project status, risks, competitive activity and next steps throughout the opportunity lifecycle.* High-efficiency centrifugal chillers* District cooling plant solutions* Advanced controls and plant optimization* Digital platforms and analytics* Energy-efficiency solutions* Long-term service agreements* Lifecycle and aftermarket solutions* Develop value propositions based on customer requirements and project objectives.* Promote energy efficiency, sustainability, operational performance and lifecycle value.* Communicate the benefits of low-GWP refrigerant technologies and high-efficiency solutions.* Demonstrate total cost of ownership and lifecycle benefits to customers and project stakeholders.* Develop consultative selling strategies that address both technical and commercial customer requirements.* **8-15 years of relevant experience** in HVAC, District Cooling, Utilities, Infrastructure, Energy or related industries.* Proven experience in sales, business development and strategic key account management.* Demonstrated experience managing complex B2B sales opportunities and long-cycle project pursuits.* Strong understanding of the UAE construction, infrastructure and district cooling market.* Experience working with district cooling providers, developers, consultants and EPC contractors.* Experience managing opportunities from early project development through specification, tender and award stages.* Existing relationships with major UAE district cooling providers and operators.* Established network across district cooling providers, developers, consultants and EPC contractors.* Experience in strategic selling and specification management.* Experience influencing technical specifications and equipment selection.* Experience developing framework agreements and long-term customer partnerships.* Experience selling integrated HVAC, district cooling or energy solutions.* Understanding of sustainability, energy-efficiency and lifecycle solutions.* Strategic business development* Key account management* Consultative and solution selling* Strategic selling* Customer relationship management* Project pursuit leadership* Specification management* Commercial negotiation* Market intelligence* Pipeline and forecast management* Stakeholder management* Technical communication and presentation* Cross-functional collaboration* Business planning and execution