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 escalate issues
Must be authorized to work in the United States without current or future sponsorship.

Territory Sales Executive

Key skills