Job Summary:

The Strategic Account Manager (SAM) - Cold Storage is a commercial owner of a defined portfolio of national and regional cold storage accounts within Carlisle's Cold Storage vertical. The SAM drives specification, revenue growth, and long-term account penetration across refrigerated warehousing, food distribution, pharmaceutical logistics, and temperature-controlled facility segments.

This role combines new business development with account expansion: the SAM owns the full commercial cycle from project identification through close, while building durable relationships with owners, developers, GCs, and design professionals that generate recurring pipeline. The SAM partners closely with the Manager, Strategic Accounts - Cold Storage, to deliver a technically credible, consultative experience at every stage of a project.

Duties and Responsibilities:

• Own and grow a defined portfolio of cold storage accounts - including building owners, developers, refrigerated warehouse operators, food & beverage companies, and pharmaceutical logistics providers across an assigned national or regional territory
• Drive specification of Carlisle roofing systems, insulated assemblies, vapor management solutions, and related products into cold storage projects from pre-design through bid and award
• Identify, qualify, and pursue new project opportunities through proactive prospecting, trade intelligence, relationship development, and coordination with distribution partners and roofing contractors
• Develop and execute account plans for top-tier targets; maintain a healthy, well-documented pipeline in Salesforce with accurate stage, value, and close-date data
• Lead customer-facing commercial conversations, proposals, and RFP/bid responses; negotiate pricing and terms within established guidelines
• Partner with Carlisle Technical Services on design-assist engagements, specification review, and complex technical questions to ensure assembly performance and code compliance
• Build and maintain relationships with cold storage-focused GCs, roofing contractors, architects, and MEP engineers to position Carlisle early in the project lifecycle
• Represent Carlisle at cold chain industry events (GCCA, CEBA and regional cold storage associations) and trade shows to develop market intelligence and new contacts
• Provide competitive market feedback, pricing intelligence, and vertical trend reporting to the Manager, Strategic Accounts to inform vertical strategy
• Maintain accurate and current account, project, and opportunity data within CRM; deliver regular territory updates to Sales leadership

Required Knowledge/Skills/Abilities:

• Proven ability to manage and grow a complex B2B account portfolio across multiple stakeholder types (owner, developer, GC, architect, contractor)
• Strong consultative selling skills with demonstrated success influencing specification and purchasing decisions in construction or building products
• High commercial acumen: able to qualify opportunities, size pipeline, negotiate, and forecast accurately
• Effective presenter and communicator; comfortable with both executive relationship conversations and technical specification discussions
• Working knowledge of roofing systems, building enclosure principles, and commercial construction practices; ability to read and interpret construction drawings and specifications
• Self-directed and organized; capable of managing a geographically distributed account portfolio with minimal day-to-day oversight
• Proficiency with Salesforce or equivalent CRM; strong discipline around pipeline hygiene and reporting
• Comfortable with ~70% travel across a national or multi-state territory

Education and Experience:

Required:

• Bachelor's degree in Business, Communications, Construction Management, Engineering, Architecture, or related field; or high school diploma with 5+ years of directly relevant industry experience
• 5+ years of experience in strategic or major account sales within the construction, roofing, or commercial building products industry
• Demonstrated success managing multi-stakeholder sales cycles and influencing specification or procurement decisions
• Willingness and ability to travel approximately 70%

Preferred:

• Direct experience selling into cold storage, food & beverage, pharmaceutical logistics, or temperature-controlled facility construction
• Familiarity with polyiso insulation (including LTTR performance), roofing assemblies, vapor management, and cold-climate building science
• Existing relationships with cold chain owners, developers, or contractors

Working Conditions:

This is a fully remote position. The incumbent maintains a secure, dedicated home office environment with reliable high-speed internet. CCM provides standard remote work equipment and company vehicle. Field travel to customer sites, project locations, and industry events is expected at approximately 70%. Standard business hours are Monday-Friday, with flexibility required to support customers and internal stakeholders across time zones.

Additional Information:

This position typically operates during standard business hours, Monday through Friday, from 8:00 AM to 5:00 PM. Occasional flexibility may be required to accommodate meetings across time zones or address critical business needs. The employee is expected to comply with all company policies, including those related to data security, confidentiality, acceptable use of technology, and remote work standards.

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