Manager, Sales Enablement

About Carrier

About This Role 

Carrier Rental Systems and Spot Coolers is undergoing a significant business transformation driven by rapid growth, ERP modernization, operational platform implementation, digital enablement, commercial process standardization, and expansion of the national sales organization. 

The Sales Enablement Manager will help build the commercial foundation required to scale the business. This role will partner across Sales, Marketing, CCS, Operations, Digital / IT, and Business Enablement to ensure teams have the training, tools, content, processes, and insights needed to execute consistently and win in the market. 

The Manager is responsible for sales onboarding, sales training, playbook development, sales process governance, system adoption, performance metrics, and change management across Carrier Rental Systems and Spot Coolers. 

The role can be located remotely anywhere in the United States. Ideal location is the Eastern or Central US.

Key Responsibilities 

Commercial Excellence & Sales Productivity 

• Build and execute the Carrier Rental Systems and Spot Coolers sales enablement strategy. 

• Develop standardized sales methodologies, processes, and best practices across the organization. 

• Create a scalable framework that improves seller productivity, revenue generation, and customer engagement. 

• Establish sales competencies, performance standards, and development pathways. 

• Drive continuous improvement initiatives that improve pipeline conversion, quote quality, responsiveness, and sales effectiveness. 

Sales Onboarding & Training 

• Design and implement a structured national onboarding program for new outside sellers, inside sales representatives, and sales leaders. 

• Develop role-based training paths focused on solution selling, consultative selling, strategic account management, cross-selling, upselling, System process adoption, CRM / ERP utilization, and product knowledge. 

• Create repeatable training content and certification paths that reduce ramp-up time and improve consistency across the business. 

• Measure and improve new-hire time-to-productivity. 

ERP, Operational Platform & Digital Adoption

• Partner closely with Business Enablement and Digital / IT teams to support ERP implementation and adoption. 

• Develop training, communications, adoption plans, and reinforcement materials for new systems and workflows. 

• Lead change management activities to ensure successful implementation and sustained utilization. 

• Identify process gaps and partner cross-functionally to drive standard work and stronger commercial execution. 

Sales Content & Playbook Development 

• Partner with Marketing to create sales playbooks, competitive positioning guides, customer-facing presentations, campaign support materials, industry-specific value propositions, and product launch content. 

• Ensure sellers have easy access to current, consistent, and effective enablement materials. 

• Build a formal content governance process to maintain quality, accuracy, and adoption. 

Cross-Functional Leadership 

• Work closely with Marketing, Outside Sales, CCS, Operations, Finance, HR, Digital / IT, Product Management, and Business Enablement. 

• Establish regular communication cadences and governance processes to align commercial priorities and execution. 

• Serve as a trusted advisor to sales and business leaders while influencing across a matrixed organization. 

Analytics & Performance Management 

• Define and track enablement KPIs, including training completion, time-to-productivity, CRM / ERP system adoption, pipeline quality, revenue per seller, sales cycle time, win rate, and new-hire retention. 

• Provide leadership reporting and insights that support business decisions and continuous improvement. 

• Use data to identify enablement gaps, prioritize training investments, and improve sales execution. 

Leadership Expectations 

• Act as a strategic partner to Sales, Marketing, CCS, and Business Enablement leaders. 

• Drive accountability while influencing across a complex, matrixed organization. 

• Lead through change, ambiguity, and rapid business growth. 

• Build credibility with frontline sellers, managers, cross-functional partners, and executive leadership. 

• Create a culture of continuous learning, operational excellence, customer focus, and commercial discipline. 

Required Qualifications 

• Bachelor’s degree

• 5+ years of experience in Sales Enablement, Sales Operations, Commercial Excellence, Business Transformation, Commercial Training, or Revenue Operations

Preferred Qualifications 

• MBA

• Experience supporting field sales organizations in a multi-location or distributed environment. 

• Proven success developing sales training, onboarding programs, playbooks, and adoption frameworks. 

• Experience implementing or driving adoption of CRM, ERP, or other commercial / digital transformation tools. 

• Strong project management, change management, facilitation, and stakeholder management skills. 

• Exceptional communication, presentation, and influencing skills. 

• Ability to work effectively across a highly matrixed organization. 

• Experience within HVAC, industrial equipment, construction, distribution, services, rental, or adjacent industries.  

• Knowledge of Salesforce, Power BI, and modern sales enablement platforms. 

• Experience leading cross-functional transformation initiatives. 

Pay Range

The annual salary for this position is between $96,000.00 - $192,000.00 annually. Factors which may affect pay within this range include, but are not limited to, skills, education, experience, and other unique qualifications of the successful candidate. The pay range will not be below the minimum wage applicable to the jurisdiction in which the applicant is to be employed.

Other Compensation

This position is entitled to short-term cash incentives, subject to plan requirements.

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.

Application Deadline

Applications will be accepted for at least 3  days from Job Posting Date: 4 September 2026

Job Applicant's Privacy Notice

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Use of AI

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