Summary
Copeland is a global climate technologies company focused on HVACR and cold-chain solutions. The Account Executive will manage distributor, contractor, and customer relationships in an assigned territory, develop new business, and support sales growth through channel partners. The role also involves managing opportunities and forecasts in CRM, presenting technical solutions, negotiating agreements, and reviewing partner performance. Applicants should have at least five years of B2B, B2C, or technical sales experience; a relevant engineering background is preferred.
The posting
As published on copeland.com. Pulled from the employer's site and shown as they wrote it.
About Us
We are a global climate technologies company engineered for sustainability. We create sustainable and efficient residential, commercial and industrial spaces through HVACR technologies. We protect temperature-sensitive goods throughout the cold chain. And we bring comfort to people globally. Best-in-class engineering, design and manufacturing combined with category-leading brands in compression, controls, software and monitoring solutions result in next-generation climate technology that is built for the needs of the world ahead.
Whether you are a professional looking for a career change, an undergraduate student exploring your first opportunity, or recent graduate with an advanced degree, we have opportunities that will allow you to innovate, be challenged and make an impact. Join our team and start your journey today!
Key Responsibilities
- Responsible for developing and maintaining relationships with local and regional distributors, contractors within assigned territory
- Manage opportunities and pipeline with discipline, including qualification, progression, forecasting, and follow-through to achieve revenue targets.
- Build credibility with customers by sharing technical, product, and market knowledge throughout the sales process.
- Communicate clearly and persuasively through customer discussions, proposals, and presentations.
- Use CRM and sales tools consistently to maintain accurate accounts, pipeline, and forecast information.
- Identify new customers and develop strategies for business development to Leads to convert into business
- Proactively cover top contractors in assigned territory and educate them on Copeland portfolio as influencers in the sales process
- Implement channel strategies to drive sales growth and market share through regional distribution partners
- Negotiate and manage agreements, pricing, and performance metrics with local distributors
- Conduct regular business reviews with channel partners to assess performance and identify growth opportunities
- Manage and update pipeline of opportunities in CRM system, ensuring all interactions are recorded and forecast is accurately maintained
- Serve as the main point of contact for assigned accounts; route inquiries as necessary to Customer Success Reps
Required Experience & Skills
- Five (5) or more years of experience in B2B & B2C or technical sales roles.
- Consultative selling and opportunity management skills.
- Ability to identify customer needs and tailor solutions.
- Strong written, verbal, and presentation communication skills.
- Disciplined use of CRM tools to manage pipeline, forecasts, and account activity.
Preferred Experience & Skills
- Experience selling technical, engineered, or solutions-based offerings.
- Experience working across multiple stakeholders within customer organizations.
- Technical background in industrial engineering, mechanical engineering, electrical engineering, or a closely related systems-focused discipline
Our Commitment to Our People
Across the globe, we are united by a singular Purpose: Sustainability is no small ambition. That’s why everything we do is geared toward a sustainable future—for our generation and all those to come. Through groundbreaking innovations, HVACR technology and cold chain solutions, we are reducing carbon emissions and improving energy efficiency in spaces of all sizes, from residential to commercial to industrial.
Our employees are our greatest strength. We believe that our culture of passion, openness, and collaboration empowers us to work toward the same goal - to make the world a better place. We invest in the end-to-end development of our people, beginning at onboarding and through senior leadership, so they can thrive personally and professionally.
Flexible and competitive benefits plans offer the right options to meet your individual/family needs. We provide employees with flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.
Together, we have the opportunity – and the power – to continue to revolutionize the technology behind air conditioning, heating and refrigeration, and cultivate a better future. Learn more about us and how you can join our team!
Our Commitment to Inclusion & Belonging
At Copeland, we cultivate a strong sense of inclusion and belonging where individuals of all backgrounds, and with diverse perspectives, are embraced and treated fairly to enable a stronger workforce. Our employee resource groups play an important role in culture and community building at Copeland.
Equal Opportunity Employer
Copeland is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.