Account Executive

Copeland

Account Executive developing relationships and generating sales growth for HVAC OEM accounts across the U.S. Collaborating with internal teams to drive business success and customer satisfaction.

Posted 7/29/2026full-timeSidney • Montana, Ohio • 🇺🇸 United StatesJuniorMid-LevelWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in account management and business development within the HVAC-R industry, focusing on strategic growth, customer relationship building, and effective pipeline management using Salesforce. Proven ability to negotiate agreements and drive product adoption while delivering exceptional customer service.

Highest-signal resume keywords

Account ManagementBusiness DevelopmentHVAC-R Industry ExperienceSalesforce ProficiencyCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Strategic Growth PlanningOpportunity Pipeline ManagementDemand ForecastingNegotiation SkillsProduct Expansion Strategies

Soft Skills

Exceptional Communication SkillsTime ManagementPrioritization SkillsDelegation SkillsProblem-Solving Skills

Tools & Technologies

SalesforceCRM Systems

Industry Keywords

HVAC OEMCompression SolutionsRefrigerant ControlsElectronicsCustomer Support

About the role

Key responsibilities & impact

Generate profitable year over year territory sales growth to HVAC OEM accounts in multiple dynamic Commercial market segments across the United States.
Build deep and wide relationships with OEM executive leadership teams, product engineering, product management & marketing, purchasing & materials planning, operations and accounts payable leadership.
Develop strategic growth plans aligned with Copeland business objectives through new business development, platform wins and product expansion opportunities.
Drive healthy pipeline and adoption of compression solutions, refrigerant controls, electronics and connected solutions that align with customer product roadmaps.
Negotiate win-win agreements with customers that deliver mutual value and enhanced organizational partnerships.
Engage both strategically and tactically with Copeland product & application engineering, product management, and marketing to deliver customer support that ensures targeted initiative success.
Collaborate with Copeland operations, quality and customer care teams to solve problems, avoid disruptions, and to add value to customer relationships.
Drive price attainment through negotiated solutions, managing inflation-justified adjustments and tariff recovery in addition to product mix enhancements.
Document comprehensive customer profile through use of Salesforce for product/program pipeline management, by tracking strategic initiatives at both territory and account level, and by driving internal alignment on important customer topics through a Strategic Account Review process.
Develop monthly, quarterly and annual product-level demand forecast leveraging information sourced from collaborative engagement and planning.
Perform other duties as assigned.

Requirements

What you’ll need

Bachelor’s degree in business, engineering, STEM, or related field
2+ years of experience in account management, business development or technical sales
Ability to assess customer organizations to identify opportunities & barriers, and to develop appropriate strategies & tactics to attain profitable growth
Experience supporting HVAC-R OEMs using compressors, controls and related components
Experience utilizing CRM systems, preferably Salesforce
Experience managing opportunity pipeline lifecycles, account plans and business forecasts
Exceptional customer service and communication skills in both informal engagements and formal presentation settings
Strong time management & prioritization skills, ability to manage multiple concurrent projects, and ability to effectively delegate responsibilities to assure commitments and timelines are fulfilled
Comfort working with combination of salary plus variable compensation incentive based on targets and quotas
Legal authorization to work in the United States
Ability to travel 30-40%.

Benefits

Comp & perks

medical insurance plans
dental and vision coverage
401(k)
paid parental leave
vacation and holiday leave