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 evaluate 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.

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.

This role requires frequent travel within the territory, averaging 25-50% overnight travel, depending on your location within the territory. The territory consists of Tennessee along with small portions of Kentucky and Alabama. The ideal candidate would reside in the Nashville area.

Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. In accordance with Colorado EPEWA, the salary range for this role is $85,000-$95,000 annually, commensurate with the skills, talent, capabilities, and experience each candidate brings to a role. Additionally, we have a quarterly bonus program and provide a company vehicle.

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 any discrimination or harassment.

Copeland will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1 with OPT or CPT, H-1, H-2, L-1, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.