Account Manager, District Cooling Vertical
Carrier Global · Dubai
Account Manager – District Cooling Vertical, UAE
Why Carrier?
Carrier is the leading worldwide provider of heating, ventilation, and air conditioning (HVAC), refrigeration, fire, security, and cold chain solutions. We invented modern air conditioning, and our team of pioneers continues to advance technologies that transform how we live, work, and move.
We offer industry-leading services and sustainable solutions designed to create healthier homes, buildings, and environments while reducing environmental impact. At Carrier, diversity and inclusion are the drivers of innovation and growth — and our exceptional people put the customer at the center of everything we do.
About the Role
Carrier is looking for an experienced Account Manager – District Cooling Vertical, UAE to lead business development, strategic account management and project pursuit activities within the UAE district cooling market.
The role is responsible for developing and executing market growth strategies, managing strategic customer relationships, identifying and converting new business opportunities, and positioning Carrier's high-efficiency HVAC and district cooling solutions across major projects.
The successful candidate will develop strong relationships with district cooling providers, developers, consultants, EPC contractors and other key stakeholders, while driving opportunities from early project development and specification through tender, award and execution.
This position requires a strong combination of commercial acumen, technical understanding, strategic selling capability and knowledge of the UAE district cooling and infrastructure market.
Key Responsibilities
Strategic Business Development
- 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.
Strategic Account Management
- 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.
Consultant & Developer Engagement
- 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.
EPC & Project Pursuit Leadership
- 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.
Solution Selling
Position Carrier's comprehensive district cooling portfolio and lifecycle solutions, including:
- 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.
Market Influence & Relationship Building
- Represent Carrier at UAE industry associations, conferences, exhibitions, technical forums and customer events.
- Develop relationships with key market influencers, decision-makers and industry stakeholders.
- Strengthen Carrier's brand visibility and technical positioning within the UAE district cooling ecosystem.
- Organize and deliver technical workshops, customer presentations and product awareness sessions.
- Maintain awareness of industry developments, regulations, technologies and competitive activity.
- Support Carrier's regional market development and strategic growth initiatives.
Key UAE Accounts & Stakeholders
The role will develop and maintain relationships across the UAE district cooling ecosystem, including:
District Cooling Providers & Operators
- Major district cooling providers
- District cooling plant owners and operators
- Utility and infrastructure stakeholders
Developers
- Master developers
- Real estate developers
- Large-scale mixed-use and infrastructure development stakeholders
Consultants
- International engineering consultants
- MEP consultants
- District cooling specialists
- Design consultants
- Project management consultants
EPC & Contractors
- EPC contractors
- MEP contractors
- Utility infrastructure contractors
- Contractors involved in district cooling and energy infrastructure projects
Qualifications
Education
- Bachelor's degree in Mechanical Engineering or a related engineering discipline.
Experience
- 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.
Technical Knowledge
Good understanding of:
- District cooling plants
- Chilled water systems
- Centrifugal chillers
- Cooling plant design and applications
- Plant controls and optimization
- Energy-efficiency solutions
- HVAC systems
- Utility and infrastructure projects
- UAE district cooling market and project environment
Preferred Qualifications
- 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.
Key Success Metrics
Success in this role will be measured through commercial performance, customer development and market growth, including:
- Annual bookings and revenue achievement.
- District Cooling opportunity pipeline growth.
- Strategic account penetration and development.
- Opportunity conversion rate.
- Specification wins.
- Consultant and stakeholder coverage effectiveness.
- Executive-level customer engagements.
- Framework agreements and strategic partnerships secured.
- Forecast accuracy.
- Development of new customer opportunities.
- Growth of Carrier's presence within the UAE district cooling segment.
Core Competencies
- 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
Our Commitment to You
At Carrier, our greatest assets are the expertise, creativity, and passion of our employees. We strive to provide a workplace that attracts, develops, and retains the best talent, fosters collaboration, and drives innovation to serve our customers better.
We are guided by our values of Respect, Integrity, Inclusion, Innovation, and Excellence, and we are excited for you to join us and make a difference.
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.
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