Strategic Accounts Manager - Industrial Refrigeration

Job Description:

The strategic account manager – is a hunter, seeking out projects and working with customers to achieve their sustainability goals by growing Vilter’s installed base of industrial refrigeration and industrial heating solutions. A key member of the North America Sales Team, the successful candidate is motivated to encourage a strong preference for the Vilter brand through building positive relationships with end-users, consultants, and contractors, striving to achieve Trusted Advisor status with customers. Together, with collaboration and support from project management, engineering, operations, customer service, lifecycle services, and legal, the candidate will deliver project wins and outstanding customer experiences. While remote, this person needs to be located in California or a nearby state.

Who You Are:

You are a results-driven industrial refrigeration sales professional skilled at getting results by building effective customer relationships, gaining insight into customer needs, and delivering customer-centric solutions. You identify and seize new opportunities with a sense of urgency, high energy, and enthusiasm. You build partnerships and work cooperatively with others across the organization to achieve shared objectives. You provide timely and helpful information to customers and to others across the organization. You gain the trust of others through honesty, integrity, and authenticity, and follow through on commitments.

Competencies to be successful in this Role:

• Industrial refrigeration design expertise
• Customer Focus
• Drives Results
• Action Oriented
• Collaborates
• Communicates Effectively
• Instills Trust

AS A STRATEGIC ACCOUNT MANAGER, YOU WILL:

• Develop the overall strategic program for the account at all levels of the organization involved with that account. Implement Account Sales Plans to exceed defined sales and gross margin objectives.
• Realize sales and margin targets for Vilter heat pumps and refrigeration compression packages in territory.
• Build and grow relationships with our customers and partners to encourage a preference for Vilter products and services.
• 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.
• Operate as the partner concern point for customer issues and drive a positive customer experience throughout the issue resolution process.
• Demonstrate full ownership of sales process from point of enquiry to closure of purchase order. Provides aftersales support as needed to ensure customer satisfaction.
• Work closely with Sales, Customer Experience, Marketing, Lifecycle Services, and Product Management on market challenges and requirements 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.
• Advance Vilter’s value proposition and technical advantages through frequent visits to key stakeholders, tradeshow attendance, and industry associations. Regular travel required, up to 100 nights per year.
• 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 with the ideal candidate located in California or another nearby state. 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.

Benefits:

Flexible and competitive benefits plans offer the right options to meet your individual/family needs: medical insurance plans, dental and vision coverage, 401(k) and more. We provide employees with flexible time off plans, including paid parental leave, vacation and holiday leave.

Work Authorization:

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.

Equal Opportunity Employer:

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.

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