Sr Supv, Field Sales

Carrier International Sdn Bhd; Puchong; On-site; MYR 180,000 - 260,000; Full time

Job summary

Carrier International Sdn Bhd in Malaysia seeks a Service Sales Manager to accelerate profitable service growth by maximizing installed base and increasing customer retention. You will lead the service sales team to convert opportunities into recurring revenue while partnering with operations and engineering teams.

The role emphasizes strategic selling, cross-functional collaboration, and strong focus on profitability and customer satisfaction within the HVAC lifecycle domain.

Qualifications

• Bachelor's degree in Engineering, Business, Marketing, HVAC or related discipline.
• 8+ years in HVAC/building services with 3+ years in sales leadership.
• Experience in service sales, maintenance contracts and lifecycle solutions.
• Strong understanding of commercial building and data centre HVAC markets.

Responsibilities

• Develop and execute annual service sales strategy aligned with growth objectives.
• Identify and recapture installed base incl. chillers, AHUs, FCUs and other HVAC equipment.
• Drive recurring service revenue via maintenance contracts and retrofit opportunities.
• Develop strategic relationships with building owners, developers and facility managers.
• Build and manage a healthy service sales pipeline with forecasts and targets.
• Lead and develop Service Sales Engineers/Executives to meet targets.
• Strengthen customer engagement to improve contract renewals and retention.
• Collaborate with Service, Parts, Modernization and Equipment teams on cross-sell.
• Ensure pricing, margins and contracts meet profitability requirements.
• Monitor market trends to identify new service opportunities.
• Maintain CRM records, forecasts, pipeline reports and dashboards.

Skills

Sales leadership

Key account management

HVAC systems

Contract pricing & negotiation

CRM & forecasting

Cross-functional collaboration

Strategic thinking

Education

Bachelor's degree in Engineering, Business, Marketing or HVAC

Tools

CRM systems

Job description

Role Responsibilities:

• Service Sales Strategy - Develop and execute annual service sales strategy aligned with Carrier Malaysia's growth objectives and business priorities.
• Installed Base Recapture - Identify and convert Carrier-installed equipment currently outside the service portfolio, with strong focus on chillers, AHUs, FCUs and other HVAC equipment.
• Service Revenue Growth - Drive recurring service revenue through maintenance contracts, service agreements, repairs, modernization, replacement and retrofit opportunities.
• Key Account Management - Develop strategic relationships with building owners, developers, consultants, facility managers and major customers to increase share of wallet.
• Sales Pipeline Management - Build and maintain a healthy service sales pipeline, monitor opportunities, conversion rates, sales forecast and closing probability.
• Team Leadership - Lead, coach and develop Service Sales Engineers/Executives to achieve individual and team sales targets.
• Customer Retention - Strengthen customer engagement and proactively address service concerns to improve contract renewal and retention rates.
• Cross-Selling - Work closely with Service, Parts, Modernization and Equipment teams to identify cross-selling opportunities.
• Commercial Management - Ensure pricing, margins, contract terms and commercial proposals meet Carrier's profitability requirements.
• Market Development - Monitor competitor activities, market trends and customer needs to identify new service business opportunities.
• CRM & Reporting - Maintain accurate CRM records, sales forecasts, pipeline reports and performance dashboards.
• Collaboration - Work closely with Operations, Engineering, Finance, Parts, Modernization and Equipment Sales to deliver customer solutions.

Role Purpose:

• To accelerate profitable service growth by maximizing Carrier's installed base, increasing customer retention and developing strategic service opportunities across Malaysia. The Service Sales Manager will lead the service sales team to convert installed-base opportunities into long-term recurring revenue while strengthening Carrier's position as the customer's preferred HVAC lifecycle partner.

Minimum Requirements:

Education

• Bachelor's Degree in Engineering, Business, Marketing, HVAC/Mechanical Engineering or related discipline.
• Technical qualifications in HVAC/refrigeration will be an added advantage.

Experience

• Minimum 8 years' relevant experience in HVAC, building services, facilities management, engineering services or related industries.
• Minimum 3 years' experience in sales leadership / sales management, preferably within HVAC or technical services.
• Proven experience in service sales, maintenance contracts, aftermarket, retrofit or lifecycle solutions.
• Strong understanding of commercial building, industrial, data centre and/or institutional HVAC markets.

Technical / Commercial Competency

• Good understanding of chillers, AHUs, FCUs, HVAC systems and building mechanical services.
• Strong understanding of HVAC service contracts, maintenance, repair, retrofit and modernization.
• Demonstrated ability to identify and convert installed-base and third-party service opportunities.
• Strong commercial acumen, including pricing, margin management, contract negotiation and profitability.
• Experience managing sales pipeline, forecasting and CRM systems.

Leadership & Behavioural Competencies

• Proven ability to lead, coach and develop a sales team.
• Strong negotiation, presentation and communication skills.
• Excellent customer relationship and stakeholder management skills.
• Results‑oriented with strong ownership of revenue and profitability targets.
• Strategic thinker with ability to translate market opportunities into actionable sales plans.
• Able to work effectively across Sales, Service Operations, Engineering, Parts, Finance and Management.

Key performance indicators:

• Service revenue growth
• Service gross profit / margin
• Installed-base recapture
• New maintenance contracts
• Contract renewal / retention rate
• Service sales pipeline coverage
• Conversion rate
• Modernization / retrofit sales
• Key-account penetration
• Sales team productivity

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

Join the team of experts developing tomorrow's cutting‑edge heating and cooling innovations Carrier improves the world around us; Carrier improves people’s lives; our products and services improve building performance; our culture of improvement will not allow us to rest when it comes to the environment. For further information on Carrier, please visit www.carrier.com

MISSION AND PURPOSES

Mission

To be our customers’ first choice for air-conditioning, heating, refrigeration, controls, fire and security solutions globally.

Purpose

We make the world a better place to live. We create comfortable, efficient, healthy, safe and secure environments, and ensure the global food supply is transported and preserved for safe consumption.

VALUES

Quality

Quality is the common denominator of all we do.

Performance

We strive for continuous growth to reinforce our leadership position.

We achieve world-class financial performance.

We continuously improve the productivity of our assets and resources.

Responsibility

We maintain the highest ethical standards.

We are environmentally responsible and drive to sustainability.

We care for our employees’ health and safety.

We actively support the communities in which we do business.

We are a company of ideas, committed to research and development.

Our heritage inspires us to reach the next innovative, powerful and marketable idea.

Customer Care

We listen to our customers and respond to their needs.

We make it easy to do business with us.

We are committed to excellence in customer satisfaction.

Employee Development

We listen to our employees and treat each other with respect.

We are committed to employee and management development.

We value diversity in individuals and cultures.

HISTORY

A History of Innovation

UTC Climate, Controls & Security is a family of remarkable companies defined by its leading global brands and renowned for its unyielding commitments to innovation and environmental sustainability.

More than that, the UTC Climate, Controls & Security family may be unique in its legacy of founding entrepreneurs, men who not only built significant and lasting businesses, but who defined and even invented their industries. These extraordinary entrepreneurs are today a very real part of UTC Climate, Controls & Security’s success in the vision and values they shared, and their names an essential part of the unit’s competitive advantage.

Willis Carrier changed the world in 1902 when he designed the first modern air-conditioning system, provided the underlying framework for the design of air-conditioning systems with his 1911 Rational Psychrometric Formulae, and brought comfort air to the public with his centrifugal chiller. Dr. Carrier is the acknowledged Father of Air Conditioning, and his legacy of environmental stewardship today remains an important part of Carrier’s ongoing innovation and leadership.