Account Executive

The Account Executive is a key member of the Air Conditioning Sales team. This position is accountable for the full business relationship with multiple assigned & prospective HVAC/R OEM customers that participate in various key Commercial HVAC market segments. The role collaborates with multiple internal teams to develop comprehensive sales strategies and tactically executes plans to secure targeted sustainable and profitable sales growth. These strategies involve Discovery and NBO targeting, managing product launches and phase-outs, and the execution of price optimization and NMI recovery strategies. While balancing stakeholders, you will engage with Product Marketing and Product Management to develop tailored customer strategies, with Technical Services to provide customers technical support, with Inside Sales teammates to drive effective alignment of attention to the customer, and with various reporting systems to assure efficient flow of customer & territory information.

AS AN ACCOUNT EXECUTIVE, YOU WILL:

• Define, develop and nurture Copeland relationships with OEM customers' key decision makers in all organizational areas, including Product Engineering, Product & Program Management, Marketing, Supply Chain, Operations, Finance/AP, Quality and Executive Management.
• Document customer product and service needs, priorities, pain points and timelines in order to identify and deliver solutions that drive year over year Copeland sales growth.
• Negotiate business agreements with OEM customers for sustainable win-win solutions.
• Develop and execute OEM customer-specific product solutions and pricing strategies to maximize profitability objectives.
• Lead internal cross-functional teams and secure resources to drive effective customer engagements that communicate tailored messaging to the specific needs of various targeted decision makers covering a wide range of product, market and industry stewardship topics.
• Coordinate with Application Engineering teammates to provide technical guidance to OEM engineering teams to facility design activity with Copeland compressor solutions.
• Effectively communicate at all organizational levels throughout both the customers and Copeland
• Travel by car or by air one or more nights per week, 2-3 weeks per month to support customers as required for success

REQUIRED EDUCATION, EXPERIENCES & SKILLS:

• Bachelor's degree in business or mechanical/electronic technical discipline and three (3) years HVAC/R related experience

• Competency with business-related software platforms for effective communication and decision development data analytics

• Effective and adaptive oral and written communication skills for formal and casual presentations, business negotiation, and various problem solving situations

• Ability to assess customer organizations to identify opportunities and to develop appropriate strategies and tactics to successfully attain profitable growth

• Must manage productive ongoing B2B relationships with customer contacts across various business and engineering roles

• Strong time management & prioritization skills, ability to multi-task and effectively delegate critical responsibilities to support team while delivering on-time solutions

• Legal work authorization in the United States - Sponsorship will not be provided for this role

PREFERRED EDUCATION, EXPERIENCES & SKILLS:

• MBA/MS

• Sales background is preferred, but not required if HVAC industry experience includes customer-facing responsibilities

• Five (5) years HVAC/R related experience

• Knowledgeable of HVAC/R compressors, systems, system components and electronics, and industry

• Demonstrated success in B2B sales & account management, particularly involving OEM accounts

• Multicultural awareness and global communication skills would be a plus.

SCHEDULE:

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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