Territory Sales Executive

Job Description

The Territory Sales Executive is responsible for driving sales growth across Copeland's HVACR portfolio, including electronics, controls, compressors, condensing units, and related parts. This role focuses on developing strong relationships with wholesalers, contractors, and distribution partners while delivering technical expertise, training, and market insights to expand Copeland's presence within the assigned territory.

• Develop and execute territory sales plans to achieve annual revenue targets across HVACR product lines including controls, thermostats, compressors, and condensing units.
• Identify and capitalize on new business opportunities, driving growth through both distribution and contractor channels.
• Create demand using pull-through sales strategies, contractor engagement, and participation in contractor rewards programs.
• Develop and implement branch‑level sales and marketing plans, including open houses, trade shows, and promotional events.
• Build and maintain strong, long‑term relationships with wholesalers, contractors, and key accounts within the territory.
• Lead in‑person and virtual training sessions for wholesalers and contractors to enhance product knowledge and application skills.
• Promote and contribute to Copeland's Technical Training Programs, enabling “teaching for differentiation.”
• Maintain accurate and up‑to‑date records of customer interactions, opportunities, and competitive intelligence in Salesforce.
• Track and report on sales performance, training activities, and market trends.
• Collaborate cross‑functionally with operations, marketing, product planning, and engineering to deliver customer‑focused solutions and portfolio growth.
• Maintain a strong customer‑first mindset while balancing business objectives and operational constraints.

• Minimum of 5+ years of outside sales experience.
• Proven success in developing customer relationships and driving sales growth.
• Excellent communication, presentation, and negotiation skills.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook) and CRM tools (Salesforce preferred).
• Strong organizational, time management, and decision‑making abilities.
• Ability to manage multiple priorities in a fast‑paced environment.
• Resilience under pressure and sound judgment on when to “escape” issues.
• Must be authorized to work in the United States without current or future sponsorship.

• BA/BS Degree or equivalent hands‑on experience – prefer Business Administration, Marketing, Management & Leadership, and Professional Sales.
• 2+ years of sales experience supporting 2‑step HVACR wholesale distribution, MRO, Plumbing channels, and other technical sales/market experience.
• Ability to engage in the sales process across all levels of the customer's organization.
• Comprehension of smart home technology product delivery & installation across channels to homeowners.

• The role is fully remote; may require regular travel to a Copeland site to collaborate with team or customers as needed.
• Frequent travel within the territory (average 25‑50% overnight travel), depending on location.
• Territory consists of Tennessee along with small portions of Kentucky and Alabama; ideal candidate would reside in the Nashville area.
• Compensation: competitive base salary of $85,000‑$95,000 annually (Colorado EPEWA), quarterly bonus program, and company vehicle.
• Must be authorized to work in the United States without current or future sponsorship.

Copeland is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability, or protected veteran status. We are committed to providing a workplace free of discrimination or harassment. If you have a disability and are having difficulty accessing or using this website to apply for a position, please contact: