Senior Territory Sales 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. 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!

About the Role

The Territory Sales Executive is responsible for driving sales growth across Copeland’s HVACR portfolio, including electronics, controls, compressors, condensing units, and related parts. This role focuses on developing strong relationships with wholesalers, contractors, and distribution partners while delivering technical expertise, training, and market insights to expand Copeland’s presence within the assigned territory. The chosen candidate must reside within the territory for this role.

Responsibilities

• Develop and execute territory sales plans to achieve annual revenue targets across HVACR product lines including controls, thermostats, compressors, and condensing units.
• Identify and capitalize on new business opportunities, driving growth through both distribution and contractor channels.
• Create demand using pull-through sales strategies, contractor engagement, and participation in contractor rewards programs.
• Develop and implement branch-level sales and marketing plans, including open houses, trade shows, and promotional events.
• Build and maintain strong, long-term relationships with wholesalers, contractors, and key accounts within the territory.
• Lead in-person and virtual training sessions for wholesalers and contractors to enhance product knowledge and application skills.
• Promote and contribute to Copeland’s Technical Training Programs, enabling “teaching for differentiation.”
• Track and report on sales performance, training activities, and market trends.
• Collaborate cross-functionally with operations, marketing, product planning, and engineering to deliver customer-focused solutions and portfolio growth.
• Maintain a strong customer-first mindset while balancing business objectives and operational constraints.

Requirements

• Minimum of 5 years of outside sales experience.
• Proven success in developing customer relationships and driving sales growth.
• Excellent communication, presentation, and negotiation skills.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook) and CRM tools (Salesforce preferred).
• Strong organizational, time management, and decision-making abilities.
• Ability to manage multiple priorities in a fast-paced environment.
• Resilience under pressure and sound judgment on when to escalate issues.
• Must be authorized to work in the United States without current or future sponsorship.

Qualifications

• BA/BS Degree or equivalent hands-on experience – prefer Business Administration, Marketing, Management & Leadership, and Professional Sales.
• 2 years of sales experience supporting 2-step HVACR wholesale distribution, MRO, Plumbing channels, and other technical sales/market experience.
• Ability to engage in the sales process across all levels of the customer's organization.
• Comprehension of smart home technology product delivery & installation across channels to homeowners.

Skills

• Strong interpersonal and communication skills.
• Ability to build and maintain strong relationships with key accounts.
• Effective training and facilitation skills.
• Knowledge of HVACR products and industry trends.

Benefits

Our commitment to our people includes flexible and competitive benefits plans, including medical insurance plans, dental and vision coverage, 401(k), and more. We also provide paid parental leave, vacation, and holiday leave. Additionally, we offer a remote work arrangement and a supportive culture that fosters personal and professional growth.

Pay

The pay range for this role is $92,000-$145,000 inclusive of base + incentives, commensurate with the skills, talent, capabilities, and experience each candidate brings to a role. Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process.

Schedule

This role is fully remote. As a remote colleague, you may be required to travel to a Copeland site regularly to collaborate with your team or customers as needed.