Strategic Account Executive - OEM Cold Chain Sales

Strategic Account Executive – OEM Cold Chain Sales

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 bring comfort to people worldwide. 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 a 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 Executive is a key member of the OEM Cold Chain Sales team. The position develops, collaborates, and executes sales strategies across multiple channels in collaboration with our End User and Aftermarket Sales Teams. The primary role within Copeland Cold Chain is to deliver sales growth through tactical execution of a strategic sales plan. The role leads the sales effort for the Copeland Cold Chain to several OEM customers by assisting in the execution of product and business strategies, maintaining customer product profiles, collaborating with multiple internal teams, developing key relationships, and providing technical support as needed.

The role manages communications both internally and externally to ensure alignment.

• Drive year‑over‑year sales territory growth.
• Develop and drive strategies for refrigeration customers to lower GWP refrigerants (CO₂, R290, A₂L) solutions.
• Define, build and nurture relationships with key decision makers at all customers in territory.
• Identify and define customer growth strategies and design account‑specific strategies to align with customer needs, including strategies for refrigeration customers to lower GWP refrigerants.
• Be completely accountable for delivering and maintaining territory sales and account business plans.
• Recognize and close opportunities for cross‑business products (compression, controls, enterprise services) to increase recurring revenue.
• Participate monthly in the forecast process and update.
• Participate monthly in the business opportunity management/pipeline process.
• Develop key relationships with customer engineering, marketing, supply chain, etc.
• Manage customer profile, contacts, and opportunity funnel within Salesforce CRM platform.

• Bachelor’s degree in a business‑related or technical field; MBA preferred.
• Proven sales record.
• Minimum of ten years’ advancement in selling and management experience in the refrigeration, HVAC or controls technology space.
• Proven experience in managing classic sales to consultative solutions selling.
• Proven experience in sales team development and organizational change.
• Strong communication skills and ability to connect with both lower‑level technical decision makers and executive‑level financial decision makers.
• Proficiency in MS Word, Excel and PowerPoint.
• Legal authorization to work in the United States – sponsorship will not be provided for this position.

• Salaried exempt position working out of regional home office, preferably in the East US.
• 60% travel – air travel required.
• The typical week consists of multiple customer visits across multiple cities, hotels and rental cars.

This role is fully remote. As a remote colleague, you may be required to travel to a Copeland site regularly to collaborate with your team or customers as needed. Copeland is committed to fostering a productive and connected culture, so you will have the opportunity to work with your team and leader to understand your team operating principles to collaborate effectively.

Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward…