Indirect Sales Manager

Overview

Main purpose: 

The Sales Executive is responsible for developing, managing, and growing CCR’s Design & Build (D&B) contractor and indirect sales channel across the United States, Mexico and Central America. The role focuses on building structured, long-term partnerships with preferred and certified contractors and resellers that enable scalable, standardized, and low-risk deployment of CCR product and solution portfolios. 

This role supports CCR’s strategy to prioritize quality of execution, repeatability, and long-term profitable growth by aligning contractor partners with CCR technologies, standards, and customer requirements across multiple product lines. 

The Channel Partner Manager will ensure CCR works with contractors who influence technology decisions, execute at scale, and support consistent delivery across strategic end users and targeted sectors. 

The successful applicant will report direct to the North American Sales Director. 

Strategic Context: 

CCR’s North American strategy is focused on: 

• Partnering with customers and channels that enable repeatable and scalable growth 

• Supporting regulatory and environmental transition through advanced refrigeration solutions 

• Improving uptime, execution quality, and customer satisfaction 

• Focusing resources where CCR solutions deliver long-term value rather than short-term volume 

Design & Build contractors and resellers play a critical role in translating specification into execution. This role ensures CCR is aligned with contractors who enable: 

• Standardization of solutions 

• Faster deployment of new technologies 

• Reduced execution risk 

• Stronger influence at project level 

Responsibilities

Channel Development & Partner Management 

• Identify, recruit, and develop national and multi-regional D&B contractor and reseller partners aligned with CCR strategic markets. 

• Establish and manage Preferred Contractor relationships. 

• Build structured engagement plans with key contractor partners across regions. 

• Drive adoption of CCR product standards, installation practices, and solution platforms. 

• Support contractor capability development around CO₂ and future technologies. 

Sales & Growth Delivery 

• Drive specification and sales growth across CCR product lines through contractor relationships. 

• Influence contractor technology selection during early project stages. 

• Support repeat project execution through standardized solution deployment. 

• Deliver profitable growth aligned with CCR margin and execution objectives. 

Execution & Quality Alignment 

• Ensure contractor partners understand CCR technical standards and startup requirements. 

• Work cross-functionally with engineering, field service, and product teams to improve execution outcomes. 

• Reduce project risk through early engagement and structured communication. 

• Support consistent installation quality across regions. 

Market & Channel Intelligence 

• Maintain visibility of contractor capabilities, geographic coverage, and project pipelines. 

• Identify emerging regional leaders and technically advanced mid-sized contractors. 

• Provide feedback to product and leadership teams on market trends and contractor needs. 

• Support development of certification and partner enablement programs. 

Target Partner Profile (Prioritized) 

The Channel Partner Manager will focus on contractors and resellers who: 

• Operate across multiple states or regions  

• Specialize in core refrigeration markets 

• Deliver repeat projects with major end users 

• Demonstrate strong technical capability 

• Invest in training and new technologies 

• Have experience with CO₂ or advanced refrigeration systems 

• Enable scale and standardization 

The role will deprioritize: 

• Small local installers with limited scalability 

• Price-led contractors competing primarily on cost 

• Non-certified contractors with inconsistent execution 

• General contractors lacking refrigeration expertise 

Success Measures (KPIs) 

• Growth of CCR sales through Preferred/Certified D&B contractors 

• Number and quality of strategic contractor partnerships established 

• Repeat project wins and standardized solution adoption 

• Increased CCR influence in contractor-led technology decisions 

• Margin performance aligned with channel expectations 

• Forecast visibility improvement through partner engagement 

Qualifications

Experience & Qualifications 

Required 

• 5+ years’ experience in commercial refrigeration, HVACR, or related industry 

• Strong understanding of contractor-led project environments 

• Experience managing multi-state or national contractor relationships 

• Demonstrated ability to influence technical sales decisions 

• Strong commercial and relationship management skills 

• Bilingual English and Spanish 

Preferred 

• Experience with CO₂ refrigeration systems or energy-efficient refrigeration technologies 

• Experience working with food retail or cold chain customers 

• Knowledge of US regulatory landscape impacting refrigeration technologies 

• Experience in channel development or partner programs 

Personal Profile 

• Strategic thinker with disciplined execution mindset 

• Comfortable operating across sales, technical, and operational teams 

• Strong communicator able to influence at multiple organizational levels 

• Focused on long-term partnership development rather than transactional sales 

• Data-driven and structured in approach 

• Able to balance growth with execution quality 

Key Message of the Role 

This is not a role focused on working with the most contractors — it is focused on working with the right contractors who enable scale, standardization, and low-risk deployment of CCR solutions across North America, Mexico to Central America. 

Location: 

Ideally based in Charlotte, NC, but open to remote/hybrid for the right candidate