Vilter Strategic Accounts Manager - West Coast

Copeland

2d • $150,000 - $190,000 • Remote

About The Position

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!
The strategic account manager – is a hunter, seeking out projects and working with customers to achieve their sustainability goals by growing Vilter’s installed base of industrial refrigeration and industrial heating solutions. A key member of the North America Sales Team, the successful candidate is motivated to encourage a strong preference for the Vilter brand through building positive relationships with end-users, consultants, and contractors, striving to achieve Trusted Advisor status with customers. Together, with collaboration and support from project management, engineering, operations, customer service, lifecycle services, and legal, the candidate will deliver project wins and outstanding customer experiences. While remote, this person needs to be located in California or a nearby state.
You are a results-driven industrial refrigeration sales professional skilled at getting results by building effective customer relationships, gaining insight into customer needs, and delivering customer-centric solutions. You identify and seize new opportunities with a sense of urgency, high energy, and enthusiasm. You build partnerships and work cooperatively with others across the organization to achieve shared objectives. You provide timely and helpful information to customers and to others across the organization. You gain the trust of others through honesty, integrity, and authenticity, and follow through on commitments.

Requirements

• A minimum of 5 years account management experience in industrial refrigeration equipment is required.
• Bachelor’s degree required in Engineering or similar field. Equivalent experience in engineering role may be considered.
• Understand financial calculations and commercial concepts to negotiate and close on opportunities.
• Must be a self-starter.
• Demonstrated business sense and strong drive for results.
• Knowledgeable in contract negotiations.
• Tenacious, disciplined approach to opportunity management and customer engagement.
• Ability to communicate both technically and commercially with all levels of the organization as well as customers and end users.
• Established relationships in the California market.
• Located in California or nearby West Coast state.

Nice To Haves

• Experience with Ammonia refrigeration is highly preferred.

Responsibilities

• Develop the overall strategic program for the account at all levels of the organization involved with that account.
• Implement Account Sales Plans to exceed defined sales and gross margin objectives.
• Realize sales and margin targets for Vilter heat pumps and refrigeration compression packages in territory.
• Build and grow relationships with our customers and partners to encourage a preference for Vilter products and services.
• Maintain up-to-date forecasts, project details, and competitor notes through Salesforce CRM.
• Present projects and attend weekly Opportunity Review Board meetings.
• Collaborate across functions to ensure strong performance and positive customer experience.
• Operate as the partner concern point for customer issues and drive a positive customer experience throughout the issue resolution process.
• Demonstrate full ownership of sales process from point of enquiry to closure of purchase order.
• Provides aftersales support as needed to ensure customer satisfaction.
• Work closely with Sales, Customer Experience, Marketing, Lifecycle Services, and Product Management on market challenges and requirements to educate customers on new technologies and industry trends.
• Carry out responsibilities in an ethical manner in accordance with the organization’s policies and applicable laws.
• Advance Vilter’s value proposition and technical advantages through frequent visits to key stakeholders, tradeshow attendance, and industry associations.
• Regular travel required, up to 100 nights per year.
• Other duties as business needs emerge.

Benefits

• Flexible and competitive benefits plans offer the right options to meet your individual/family needs: medical insurance plans, dental and vision coverage, 401(k) and more.
• We provide employees with flexible time off plans, including paid parental leave, vacation and holiday leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees