Account Executive

Copeland Middle East FZE; Dubai; On-site; AED 150,000 - 250,000; Full time

Benefits offered by this job

Flexible benefits plans

Flexible time-off plans including parental leave

Job summary

Copeland Middle East FZE is seeking a sales professional to manage relationships with local and regional distributors in Dubai. The role involves developing strategies for business growth, managing sales opportunities, and providing technical knowledge throughout the sales process.

The ideal candidate should have over five years of sales experience and strong CRM skills. The company offers flexible benefits and a supportive environment.

Qualifications

• Five or more years of experience in sales, preferably technical.
• Ability to identify customer needs and tailor solutions.
• Disciplined use of CRM tools for managing sales pipelines.

Responsibilities

• Develop and maintain relationships with distributors and contractors.
• Manage sales pipeline and forecast accurately.
• Negotiate agreements and performance metrics with distributors.
• Conduct regular business reviews with channel partners.

Skills

B2B & B2C sales experience

Consultative selling skills

Opportunity management skills

Strong communication skills

CRM tool proficiency

Job description

About the Role

Copeland, a global climate technologies company focused on HVACR and cold chain solutions, seeks a sales professional to manage and grow relationships with local and regional distributors and contractors within an assigned territory.

Key Responsibilities

• Develop and maintain relationships with local and regional distributors and contractors within the assigned territory.
• Manage opportunities and pipeline with discipline, including qualification, progression, forecasting, and follow-through to achieve revenue targets.
• Build credibility with customers by sharing technical, product, and market knowledge throughout the sales process.
• Communicate clearly and persuasively through customer discussions, proposals and presentations.
• Use CRM and sales tools consistently to maintain accurate accounts, pipeline, and forecast information.
• Identify new customers and develop strategies for business development to convert leads into business.
• Proactively cover top contractors in the assigned territory and educate them on Copeland portfolio as influencers in the sales process.
• Implement channel strategies to drive sales growth and market share through regional distribution partners.
• Negotiate and manage agreements, pricing and performance metrics with local distributors.
• Conduct regular business reviews with channel partners to assess performance and identify growth opportunities.
• Manage and update pipeline of opportunities in CRM system, ensuring all interactions are recorded and forecast is accurately maintained.
• Serve as the main point of contact for assigned accounts and route inquiries as necessary to Customer Success Reps.

Required Experience & Skills

• Five (5) or more years of experience in B2B & B2C or technical sales roles.
• Consultative selling and opportunity management skills.
• Ability to identify customer needs and tailor solutions.
• Strong written, verbal, and presentation communication skills.
• Disciplined use of CRM tools to manage pipeline, forecasts, and account activity.

Preferred Experience & Skills

• Experience selling technical, engineered, or solutions‑based offerings.
• Experience working across multiple stakeholders within customer organizations.
• Technical background in industrial engineering, mechanical engineering, electrical engineering, or a closely related systems‑focused discipline.

Benefits

• Flexible and competitive benefits plans that meet individual/family needs.
• Flexible time‑off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.

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.