Territory Sales Executive

Copeland

Territory Sales Executive managing HVAC/R technology solutions across France. Developing distributor relationships and executing strategic account plans while leading technical training and market strategies.

Posted 5/9/2026full-timeRemote • 🇫🇷 FranceMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Execute the strategy defined by the Strategic Account Executive across assigned regional branches
Develop and maintain strong relationships with local and regional distributors within the territory
Coordinate closely with Enterprise Account Teams to ensure effective coverage of enterprise and large (Bracket I) accounts, including OEM centers
Support and engage approximately 5 key wholesalers (HQ level) and their ~90 regional branches through training and activation initiatives
Deliver product training and technical support across distributor branches and contractor networks
Work directly with contractors as key influencers in the sales process, ensuring they are equipped to specify and promote solutions
Implement channel strategies to drive revenue growth and increase market share through distribution partners
Negotiate and manage local agreements, pricing structures, and performance metrics with distributors
Conduct regular business reviews with partners to track performance and identify growth opportunities
Ensure full alignment and communication between stakeholders across the value chain (HQ, branches, contractors)
Promote the full portfolio including compressors, controls, and electronics as part of a 360° service offering
Travel extensively within the assigned region.

Requirements

What you’ll need

Technical degree or apprenticeship in refrigeration engineering (mandatory: Mechatronics technician in refrigeration — Mechatroniker für Kältetechnik — or equivalent)
Minimum of 5 years’ experience in a technical sales, application engineering, or channel sales role
Strong technical understanding of HVAC/R systems, including compressors, controls, and electronics
Proven experience working with distributors, wholesalers, and contractor networks
Excellent interpersonal and stakeholder management skills
Ability to work autonomously while collaborating effectively within a matrix organization
Native-level French language skills
Strong proficiency in Salesforce or similar CRM systems
High willingness to travel across Southern Germany, Austria, and Switzerland.

Benefits

Comp & perks

Flexible and competitive benefits plans offering options to meet your individual and family needs
Flexible time-off policies, including parental leave, vacation and public holidays

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

refrigeration engineeringHVAC/R systemscompressorscontrolselectronicstechnical salesapplication engineeringchannel salesstakeholder managementperformance metrics

Soft Skills

interpersonal skillscollaborationautonomycommunicationrelationship buildingnegotiationtrainingactivation initiativesbusiness reviewgrowth opportunity identification

Certifications

Mechatronics technician in refrigeration