Account Executive

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.

About the Role

We are seeking a dynamic Account Executive for our Commercial HVAC OEM business. In this role you will be responsible for developing and maintaining relationships with key stakeholders & decision-makers and collaborating with internal teams to ensure effective delivery of value propositions.

• Generate profitable year over year territory sales growth to HVAC OEM accounts in multiple dynamic Commercial market segments across the United States.
• Build deep and wide relationships with OEM executive leadership teams, product engineering, product management & marketing, purchasing & materials planning, operations and accounts payable leadership.
• Develop strategic growth plans aligned with Copeland business objectives through new business development, platform wins and product expansion opportunities.
• Drive healthy pipeline and adoption of compression solutions, refrigerant controls, electronics and connected solutions that align with customer product roadmaps.
• Negotiate win-win agreements with customers that deliver mutual value and enhanced organizational partnerships.
• Engage both strategically and tactically with Copeland product & application engineering, product management, and marketing to deliver customer support that ensures targeted initiative success.
• Collaborate with Copeland operations, quality and customer care teams to solve problems, avoid disruptions, and to add value to customer relationships.
• Drive price attainment through negotiated solutions, managing inflation-justified adjustments and tariff recovery in addition to product mix enhancements.
• Document comprehensive customer profile through use of Salesforce for product/program pipeline management, by tracking strategic initiatives at both territory and account level, and by driving internal alignment on important customer topics through a Strategic Account Review process.
• Develop monthly, quarterly and annual product-level demand forecast leveraging information sourced from collaborative engagement and planning.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in business, engineering, STEM, or related field.
• 2+ years of experience in account management, business development or technical sales.
• Ability to assess customer organizations to identify opportunities & barriers, and to develop appropriate strategies & tactics to attain profitable growth.
• Experience supporting a manufacturer in an ongoing partnership.
• Experience utilizing CRM systems, preferably Salesforce.
• Experience managing opportunity pipeline lifecycles, account plans and business forecasts.
• Exceptional customer service and communication skills in both informal engagements and formal presentation settings.
• Strong time management & prioritization skills, ability to manage multiple concurrent projects, and ability to effectively delegate responsibilities to assure commitments and timelines are fulfilled.
• Comfort working with combination of salary plus variable compensation incentive based on targets and quotas.
• Legal authorization to work in the United States. Sponsorship is not available for this position.
• Ability to travel 30-40%.

Preferred Qualifications

• 2+ years of B2B account management of Commercial HVAC OEM customers.
• Experience with refrigerant compressors, HVAC-R systems, components and manufacturing.
• Experience with Salesforce CRM and demand forecast management.
• Experience with pricing, contracts and strategic account planning.
• Knowledge of HVAC electrification, decarbonization and refrigerant transitions.

Schedule

This role is hybrid eligible with the requirement to be in office at least three days per week. Colleagues are expected to demonstrate a collaboration-first mindset, which includes flexibility to adjust hybrid days based on business needs.

Location

Our facility is located in Sidney, OH, conveniently located within driving distance to several larger cities, such as Dayton, Troy, and Columbus. The area offers low costs of living, excellent school systems, and low crime rates, creating a family-friendly environment. The region features growing communities with restaurants, festivals, shopping, and arts scenes.

Our newly renovated Sidney campus includes 1M square feet of manufacturing floor and 120k square feet of leading-edge lab facilities. This location is the headquarters for our HVACR Americas business unit. Approximately 1,600 employees work in Sidney, supporting a multitude of business functions and offering opportunities for advancement.