Account Executive, Hunter, Commercial HVAC

Copeland; Nordrhein-Westfalen; On-site; EUR 90,000 - 130,000; Full time

Job summary

Copeland, a global climate technologies leader, is seeking an Account Executive (Hunter) for Aachen, Germany. You will identify and win HVAC OEM opportunities, build strategic customer relationships, and drive sustainable revenue growth across the HVAC market.

You will collaborate with KAMs, Systems Engineers, and Product Management to deliver compelling value propositions, manage complex sales cycles, and expand the customer base.

Qualifications

• Minimum 5 years' experience in business development or related commercial role in HVAC.
• Experience selling to HVAC OEMs, manufacturers, or component suppliers.
• Proven hunter with track record of finding and closing new opportunities.
• Strong HVAC systems knowledge and market dynamics understanding.
• Proven ability to build and manage sales pipeline and achieve growth.

Responsibilities

• Identify, target, and acquire new HVAC OEM accounts to expand the customer base and drive revenue.
• Prospect and qualify new opportunities through outreach, research, and engagement.
• Conduct second-level qualification of opportunities, validating requirements and potential.
• Develop and maintain relationships with key stakeholders and decision-makers.
• Build trusted partnerships and understand customer objectives to position solutions.
• Coordinate meetings between KAMs, field sales, and prospects for progress.
• Collaborate with Systems Engineers, Application Engineers, Product Management, and Sales teams to deliver value.
• Guide customers through evaluation and selection of products and solutions.
• Develop and execute account plans and identify growth opportunities.
• Maintain a robust pipeline to maximize revenue from new accounts.
• Monitor market trends and competition to support BD initiatives.

Skills

Hunter mentality

HVAC systems knowledge

Stakeholder engagement

English and German fluency

Willingness to travel

Education

Bachelor's degree in Engineering/Business/Marketing

Job description

About Us

We are a global climate technologies company engineered for sustainability. We create sustainable and efficient residential, commercial and industrial spaces through HVACR technologies. We protect temperature-sensitive goods throughout the cold chain. And we bring comfort to people globally. Best-in-class engineering, design and manufacturing combined with category-leading brands in compression, controls, software and monitoring solutions result in next-generation climate technology that is built for the needs of the world ahead.

Whether you are someone looking for a career change, a professional, an undergraduate student exploring your first opportunity, or recent graduate, we have opportunities that will allow you to innovate, be challenged and make an impact. Join our team and start your journey today!

We are looking for an experienced and results-driven Account Executive (Hunter) to join our team in Aachen, Germany.

This role is focused on identifying, qualifying, and securing new HVAC OEM business opportunities, building strategic customer relationships, and driving sustainable revenue growth. Working closely with Key Account Managers, Systems Engineers, Application Engineers, and other cross-functional teams, you will play a key role in expanding our customer base and delivering value-driven solutions to customers across the HVAC market.

Key Responsibilities Of The Role

• Identify, target, and acquire new HVAC OEM accounts to expand the customer base and drive revenue growth.
• Prospect and qualify new business opportunities through proactive outreach, market research, networking, and customer engagement.
• Conduct second-level qualification of sales opportunities, validating customer requirements, technical feasibility, commercial potential, and strategic fit.
• Develop and maintain relationships with key stakeholders, decision-makers, and influencers within target accounts.
• Build trusted partnerships with prospective customers, understanding their business objectives and positioning the company's solutions to meet their needs.
• Coordinate meetings between Key Account Managers (KAMs), field sales representatives, and prospective customers, ensuring effective follow-up and progression of qualified opportunities.
• Collaborate closely with Systems Engineers, Application Engineers, Product Management, and Sales teams to deliver compelling value propositions and customer solutions.
• Guide customers through the evaluation and selection process, recommending the most appropriate products and solutions.
• Develop and execute account plans for target prospects, identifying growth opportunities and strategies to secure new business.
• Build, manage, and maintain a robust pipeline of opportunities to maximize revenue generation from new accounts.
• Monitor market trends, competitive activity, emerging opportunities, and industry challenges to support business development initiatives.

Required Skills And Qualifications

• Minimum of 5 years' experience in business development, new business sales, account acquisition, or a related commercial role within the HVAC industry.
• Demonstrated experience selling to HVAC OEMs, manufacturers, or component suppliers.
• Strong hunter mentality with a proven track record of identifying, developing, and closing new business opportunities.
• Strong understanding of HVAC systems, products, applications, and market dynamics.
• Proven success in building and managing a healthy sales pipeline and consistently achieving growth targets.
• Experience engaging and influencing stakeholders at multiple levels within customer organizations.
• Ability to manage complex sales cycles and develop long-term customer relationships.
• Ability to collaborate effectively with Systems Engineers, Application Engineers, Product Management, and other cross-functional teams.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Fluency in English and German is required.
• Willingness to travel as required across Germany and other assigned territories.

Preferred Skills And Qualifications

• Experience selling into OEM environments with an understanding of specification-driven sales processes.
• Knowledge of HVAC controls, components, automation systems, or related technologies.
• Experience conducting market analysis, competitive intelligence, and business planning activities.
• Demonstrated success in opening strategic accounts and exceeding new business targets.
• Bachelor's degree in Engineering, Business, Marketing, or a related discipline.

Our Commitment to Our People

Across the globe, we are united by a singular Purpose: Sustainability is no small ambition. That's why everything we do is geared toward a sustainable future- for our generation and all those to come. Through groundbreaking innovations, HVACR technology and cold chain solutions, we are reducing carbon emissions and improving energy efficiency in spaces of all sizes, from residential to commercial to industrial.

Our employees are our greatest strength. We believe that our culture of passion, openness, and collaboration empowers us to work toward the same goal - to make the world a better place. We invest in the end-to-end development of our people, beginning at onboarding and through senior leadership, so they can thrive personally and professionally.

• Flexible and competitive benefits plans offer the right options to meet your individual/family needs.
• We provide employees with flexible time off plans, including parental leav, vacation and holiday leave.

Together, we have the opportunity - and the power - to continue to revolutionize the technology behind air conditioning, heating and refrigeration, and cultivate a better future. Learn more about us and how you can join our team!

Our Commitment to Inclusion & Belonging

At Copeland, we cultivate a strong sense of inclusion and belonging where individuals of all backgrounds, and with diverse perspectives, are embraced and treated fairly to enable a stronger workforce. Our employee resource groups play an important role in culture and community building at Copeland.

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 or disability. We are committed to providing a workplace free of any discrimination or harassment.

Work Authorization

Copeland will only employ those who are legally authorized to work in the Country in which they apply. This is not a position for which sponsorship or work authorization will be provided.

No calls or agency requests please.