Inside Sales Representative

Job Description:

If you are a sales professional looking for an opportunity to grow your account management skills, Copeland has an exciting opportunity for you!

This role is ideal for a sales professional who thrives in a broad-portfolio, high-impact engagement environment, building strong digital relationships while driving revenue through upselling, cross-selling, and proactive account management. You will be an integral member of a team accountable for managing relationships and profitable sales revenue within an inherited book of HVAC OEM customers across the United States. You will be responsible for expanding established OEM customer adoption of Copeland compressors, controls, electronics, and connected solutions while also identifying, acquiring and developing prospective lead accounts.

AS AN INSIDE SALES REPRESENTATIVE, YOU WILL:

• Build and own long-lasting partnership relationships with a diverse portfolio of HVAC OEM customers while ensuring consistent engagement via remote channels.

• Research and qualify leads, develop prospects, and grow new accounts that participate in various commercial market segments.

• Conduct regular check-ins to understand customer needs and to identify “hidden champions” within organizations that can help unlock growth opportunities.

• Align internal resources within Marketing and Product Management to develop tailored customer strategies that deliver customer value, secures profitable revenue growth, and strengthen Copeland’s market position.

• Coordinate with Technical Services to provide customers with the necessary technical & application support for a variety of Copeland business units and product lines.

• Expand both revenue and profitability through product mix management through up-sell, cross-sell, new product introduction and legacy product phase-out initiatives across Copeland’s product and solution portfolio.

• Align with goals and priorities to stay engaged and productive while taking positive action to overcome setbacks.

• Document customer profiles and opportunities through use of Salesforce for product/program pipeline tracking and territory management.

• Perform other duties as assigned.

REQUIRED EDUCATION, EXPERIENCE, & SKILLS:

• Bachelor’s degree in business, Engineering, STEM, or related field (or equivalent experience).

• 1-3 years of B2B experience in technical sales process, account management, and business development with proven results.

• Discovery skills to identify and evaluate opportunities & barriers, and to develop appropriate strategies & tactics to attain profitable growth.

• Demonstrated skills for problem-solving through application of critical thinking and use of innovative situational adjustments to address customer problems and objections.

• Territory management skills to balance time between maintenance/cultivation accounts and lead generation.

• Strong time management, prioritization, and follow-up skills to ensure commitments and timelines are fulfilled.

• Exceptional customer service and written and verbal communication skills, both externally and internally, to ensure alignment in a remote /digital customer engagement.

• Competency with business-related software platforms for effective communication and data-based decision making.

• Experience utilizing CRM systems to manage multiple account plans and growth-opportunity pipeline lifecycles.

• Legal authorization to work in the United States. Sponsorship is not available for this position.

• Ability to travel 10-15%.

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.

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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