Account Executive Senior

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! 

As a Senior Account Executive in Air Conditioning (AC) Sales, you will lead the business relationships with, and lead efforts to grow sales at one of the 6 largest OEM customers in the Copeland customer portfolio.  This customer participates in both key commercial & residential market segments, so this high-profile position will be exposed to multiple key markets in the AC industry. While contributing to the strategic customer relationship, the Sr. Account Executive will manage the tactical activities critical to achieving the sales goals and performance that a high-profile customer expects such as managing product launches and phase-outs, managing quality and delivery issues, coordinating the development and implementation of new products and technologies and the execution of critical tasks needed for the successful execution of our sales agreement. While balancing both internal and external 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 alignment of customer engagement and various internal reporting responsibilities, and with other Copeland business units to secure audience for expanding Copeland's product offering beyond compressors.

AS A SENIOR ACCOUNT EXECUTIVE, YOU WILL:

• Manage and improve ongoing relationships with all key OEM customer functional areas – Engineering, Product/Program Management, Marketing, Supply Chain, Operations, Finance/AP, Quality and Senior Management.
• Effectively document customer needs, priorities, pain points and timelines by using the Copeland CRM tool in order to identify growth opportunities and to clearly communicate throughout organizations of both the customer and Copeland.
• Recommend and execute OEM customer-specific product and pricing strategies to secure revenue growth balanced with profitability objectives.
• Coordinate with your Application Engineering teammate to provide technical guidance on Copeland products to the OEM customer.  Develop a strong working relationship with Application Engineering.
• Align internal resources and teams to execute effective engagements with a wide range of roles within OEM customer organizations on a variety of product, market and industry stewardship topics.
• Lead or participate in internal cross-functional teams apart from Account Executive responsibilities to define and implement organizational Strategic Priority initiatives.
• Negotiate commercial issues that provide a win-win solution to open tactical issues.
• Travel by car (preferred) or by air two or more nights per week, at least once per month to support customers as required for success.  Multiple trips in a month may be required depending on the business conditions and situations.

REQUIRED EDUCATION, EXPERIENCE, & 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 using data analytics tools
• Ability to assess customer organizations to identify opportunities and to develop appropriate strategies and tactics to successfully attain profitable growth and solve difficult customer issues.
• 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
• Exceptional customer service focus, including attention to producin