Account Executive

Job Description:

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.

AS AN ACCOUNT EXECUTIVE, YOU WILL:

• 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.

REQUIRED EDUCATION, EXPERIENCE, & SKILLS:

• 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 EDUCATION, EXPERIENCE, & SKILLS:

• 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.

Collaboration First Hybrid Work Arrangements: 

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 is the understanding that teams will work together in-person and colleagues should be flexible to adjust their hybrid days based on business needs. You will have an opportunity to work with your team and leader to determine when you should be in office to drive meaningful connections and to best serve our customers.

Why Work in the Greater Miami Valley Area 

Our facility is located in Sidney, OH, conveniently located within driving distance to several larger cities, such as Dayton, Troy, and Columbus. The area’s generally low costs of living, excellent school systems, and low crime rates create a family-friendly environment. The area is home to several growing communities with restaurants, festivals, shopping, and arts scenes that make them exciting places to live and work. 

About Our Location 

Our newly renovated Sidney campus has 1M square feet of manufacturing floor with an additional 120k square feet of leading-edge lab facilities. This location is the headquarters for our HVACR Americas business unit. Through our many years of compressor expertise, our products help bring comfort and convenience to refrigeration, commercial, industrial, and residential spaces. Approximately 1600 employees work in Sidney, who all support a multitude of business functions. With the blend of businesses and functions represented under this one roof, there are many opportunities for advancement within the Sidney location. Learn more about us! 

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