Sr Manager, Strategic OEM Partnerships Manager - Commercial HVAC

About Carrier

Carrier Global Corporation, global leader in intelligent climate and energy solutions, is committed to creating innovations that bring comfort, safety and sustainability to life. Through cutting-edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure safe transport of food, lifesaving medicines and more. Since inventing modern air conditioning in 1902, we lead with purpose: enhancing the lives we live and the world we share. We continue to lead because of our world-class, inclusive workforce that puts the customer at the center of everything we do. For more information, visit corporate.carrier.com or follow on Carrier social media at @Carrier.

About This Role

This role will lead the development of new manufacturer relationships to expand Carrier's third-party equipment offerings, strengthen its competitive positioning, and accelerate profitable growth across North America. This is a commercially focused business development role responsible for identifying and engaging prospective OEM partners, developing compelling partnership opportunities, negotiating commercial agreements, and enabling successful market adoption.

The ideal candidate brings deep knowledge of the commercial HVAC equipment market, established industry relationships, and a demonstrated ability to build, grow, and execute manufacturer partnerships at the local level. Success requires an entrepreneurial mindset, strong business acumen, and the ability to influence both external partners and Carrier's regional sales organizations.

Would prefer candidates that can be hybrid in office to a Charlotte, NC office, but the position is open to remote candidates in the USA.

Key Responsibilities

• Commercial Business Development & OEM Partnerships
• Proactively identify, pursue, and secure new OEM partnerships that expand Carrier's commercial HVAC equipment offering and line cards.
• Build executive-level relationships with manufacturers and develop compelling commercial value propositions to establish Carrier as a preferred sales and distribution partner.
• Lead and support negotiations for manufacturer representation and other commercial partnership agreements.
• Partner with regional sales leaders to expand manufacturer partnerships into additional product categories, markets, and customer segments.
• Develop and manage a qualified pipeline of OEM partnership opportunities, from initial engagement through commercial agreement and market launch.
• Portfolio Expansion & Market Strategy
• Identify and prioritize product portfolio gaps and growth opportunities across commercial HVAC applications, including central plant, airside, hydronic, and related equipment systems.
• Partner with regional sales leadership to understand local market requirements, customer needs, competitive dynamics, and opportunities to expand Carrier's equipment offering.
• Develop business cases evaluating revenue, profitability, channel coverage, required investments, and potential commercial conflicts.
• Align third-party portfolio expansion with Carrier's broader equipment, controls, and service strategies.
• Commercial Execution & Revenue Growth
• Lead commercial launch strategies for newly established manufacturer partnerships in coordination with regional sales organizations.
• Develop and manage strategic OEM partnerships, establish revenue targets, market priorities, sales strategies, feedback, and performance expectations.
• Drive sales organization engagement and adoption of new product lines through coordinated go-to-market activities.
• Identify opportunities to cross-sell complementary equipment and expand Carrier's share of commercial HVAC projects.
• Strategic Leadership & Collaboration
• Collaborate with Sales, Product Management, Finance, Legal, Sales Operations, Aftermarket, and Sourcing to structure and execute successful partnerships.
• Navigate channel relationships, territorial considerations, and competing product lines to develop commercially sustainable agreements.

Required Qualifications

• High School Diploma or GED
• 6+ years of commercial experience in Applied HVAC equipment sales, business development, manufacturer representation, or OEM channel development.
• 3+ years of experience in growing line cards or strategic partnerships with manufactures within the building mechanical systems markets.
• Ability to travel throughout North America up to 15% of the time.

Preferred Qualifications

• Bachelor’s Degree
• Strong understanding of the North American applied HVAC market, including manufacturer representatives, distributors, OEMs, and direct sales organizations.
• Familiarity with OEM, manufacturer reps, contractor, consulting engineer, and building-owner purchasing dynamics in commercial HVAC.
• Strong financial and commercial acumen, including revenue growth strategies, distribution economics, gross margins, and channel agreements.
• Demonstrated track record of developing new business relationships and negotiating commercially successful partnerships.
• Direct experience securing new manufacturer principals or negotiating commercial HVAC representation and distribution agreements.
• Established relationships with commercial HVAC equipment manufacturers and industry leaders.
• Experience expanding third-party equipment line cards within a commercial HVAC rep firm, distributor, or OEM sales organization.
• Knowledge of complementary HVAC equipment, including pumps, cooling towers, boilers, airside equipment, hydronic systems, and central plant solutions.
• Willingness to travel throughout North America.

Pay Range

Other Compensation

Benefits

Employees are eligible for benefits, including:

• Health Care Benefits: Medical, Dental, Vision; Wellness incentives

• Retirement Benefits

• Time off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation

• Disability: Short-term and long-term disability

• Life Insurance and Accidental Death and Dismemberment

• Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account

• Tuition Assistance

To learn more about our benefits offering, please click here Work with us | Carrier Corporate. The specific benefits available to any employee may vary depending on state and local laws and eligibility factors, such as date of hire and the applicability of collective bargaining agreements.

Carrier EEO Statement and Accommodations Process

Carrier is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status or any other applicable state or federal protected class. Carrier provides affirmative action in employment for qualified individuals with a Disability and Protected Veterans in compliance with section 503 of Rehabilitation Act and the Vietnam Era Veterans' Readjustment Assistance Act.

If you require a reasonable accommodation to complete the application process, participate in an interview, or otherwise engage in the hiring process, please contact us at Carrier.Recruiting@carrier.com. We will make every effort to meet your needs in accordance with applicable laws.

Application Deadline

Job Applicant's Privacy Notice

Please click on the link to review the Job Applicant Privacy Notice.

Use of AI

Technology-enabled tools may support parts of the recruitment process, with oversight by people.