Account Executive

Copeland•St. Louis, MO

29d•Hybrid

About The Position

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.

Requirements

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 HVAC-R OEMs using compressors, controls and related components.
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%.

Nice To Haves

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.

Responsibilities

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.