The Account Executive is a results-driven business development professional responsible for identifying, developing, and securing new project opportunities that expand Vilter's installed base of industrial refrigeration and industrial heating solutions. This individual partners closely with customers to support their operational, energy efficiency, and sustainability objectives while delivering long-term value through Vilter's industry-leading technologies.
As a key member of the North America Sales Team, the successful candidate will cultivate strong relationships with end users, consulting engineers, contractors, and key industry stakeholders to drive preference for the Vilter brand. By leveraging technical expertise, business acumen, and a consultative sales approach, the Strategic Account Manager will establish trusted advisor status with customers and serve as a strategic resource throughout the project lifecycle.
Working collaboratively with internal teams including engineering, project management, operations, customer service, lifecycle services, and legal, this individual will lead opportunities from identification through execution, ensuring successful project outcomes and exceptional customer experiences. The role requires strong leadership, effective cross-functional collaboration, and a passion for helping customers achieve their refrigeration, heating, and sustainability goals.
This is a remote position, with candidates required to reside in one of the below regions to effectively support customers and business development activities throughout the region.
- Southwest: California, Nevada, Arizona
- Southern Plains: Texas, Oklahoma, Louisiana, Arkansas, Mississippi
- National Accounts: Chillers (Anywhere in the US)
As An Account Executive, You Will:- Develop and implement Account Sales Plans to meet or exceed defined sales and gross margin objectives.
- Realize sales and margin targets for Vilter refrigeration and heat pump compression packages in territory.
- Build and grow relationships with contractors, consultants, and end-users to encourage a preference for Vilter products and services.
- Advance Vilter's value proposition and technical advantages through frequent visits to key stakeholders as well as attendance at tradeshow and industry associations. Regular travel required, up to 100 nights per year.
- Demonstrate full ownership of sales process from point of enquiry to closure of purchase order. Provides aftersales support as needed to ensure customer satisfaction.
- Maintain up-to-date forecasts, project details, and competitor notes through Salesforce CRM.
- Present projects and attend weekly Opportunity Review Board meetings.
- Collaborate across functions to ensure strong performance and positive customer experience.
- Work closely with Sales, Marketing, Lifecycle Services, and Product Management to educate customers on new technologies and industry trends.
- Carry out responsibilities in an ethical manner in accordance with the organization's policies and applicable laws.
- Other duties as business needs emerge.
REQUIRED EDUCATION, EXPERIENCE, & SKILLS: - A minimum of 5 years account management experience in industrial refrigeration equipment is required. Experience with Ammonia refrigeration is highly preferred.
- Bachelor's degree required in Engineering or similar field. Equivalent experience in engineering role may be considered.
- Understand financial calculations and commercial concepts to negotiate and close on opportunities.
- Must be a self-starter.
- Demonstrated business sense and strong drive for results.
- Knowledgeable in contract negotiations.
- Tenacious, disciplined approach to opportunity management and customer engagement.
- Ability to communicate both technically and commercially with all levels of the organization as well as customers and end users.
- Established relationships in the California market.
- Located in California or nearby West Coast state.
Remote Work Arrangement: This role is fully remote sales position. Travel to the factory in Milwaukee is required, up to 24 nights per year. 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 performance during our annual merit review process. In accordance with Colorado EPEWA, the total compensation (base + bonus target) range for this role is $150K - $210K commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.
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