Segment Development Manager

Copeland (Thailand) Limited; Malaysia; Remote; MYR 240,000 - 420,000; Full time

Job summary

Copeland, a global climate technologies company, seeks an Account Executive (Hunter) to drive new business across Malaysia and Singapore. You will identify opportunities, qualify leads, and close deals within Heating and Cold Chain segments while building strong relationships with end users, consultants, EPCs, contractors, and OEMs.

In this role you will manage a robust sales pipeline, provide market insights, and influence specifications to position Copeland solutions as the preferred choice

Qualifications

• Bachelor’s degree in engineering (Mechanical/HVACR) or related field.
• 10+ years’ experience in HVACR sales or applications.
• Proven hunting, prospecting and new business development success.
• Strong consultative selling, negotiation and stakeholder management.

Responsibilities

• Identify, qualify, and close new sales opportunities in Malaysia and Singapore.
• Build relationships with end users, consultants, EPCs, contractors, OEMs and integrators.
• Forecast, manage CRM pipeline, and provide regular sales updates.
• Influence specifications and position Copeland solutions as preferred.
• Develop market intelligence and support go-to-market strategies.

Education

Bachelor’s degree in engineering (Mechanical/HVACR) or related field

Tools

CRM system

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

Location Kuala , Malaysia

Job Summary

The Account Executive (Hunter) is responsible for driving new business acquisition and revenue growth across Malaysia and Singapore. This role focuses on identifying, qualifying, and landing new sales opportunities within the Heating and Cold Chain segments while building strong relationships with end users, consultants, EPCs, contractors, OEMs, system integrators, and other key stakeholders. The successful candidate will proactively develop market opportunities, manage a robust sales pipeline, and contribute valuable market intelligence to support business growth.

Key Responsibilities

Business Development & Sales

Identify, qualify, and land new sales opportunities within the Heating segment (Sanitary & Industrial) in Malaysia.

Identify, qualify, and close new sales opportunities within the Heating (Sanitary & Industrial) and Cold Chain (Food Retail, Food Service, and Light Industrial) segments in Singapore.

Generate new business opportunities through prospecting, networking, market research, and customer engagement.

Customer & Partner Engagement

Build and maintain strong relationships with end users, consultants, EPCs, contractors, OEMs, and system integrators.

Influence product specifications and position Copeland solutions as the preferred choice for customer projects.

Conduct customer presentations, solution discussions, and value-based sales engagements.

Pipeline & Opportunity Management

Manage and maintain an active opportunity pipeline within the CRM system.

Ensure accurate forecasting, opportunity tracking, and documentation of customer interactions.

Provide regular sales updates and business forecasts to management.

Market Intelligence

Continuously monitor market trends, customer needs, competitive activities, and industry developments.

Share market insights and customer feedback with internal stakeholders to strengthen value propositions and go-to-market strategies.

Leverage company resources such as case studies, white papers, and technical materials to educate customers and prospects on products and solutions.

Products and Solutions Focus

HVAC Solutions Cold Chain Solutions Comfort Controls, Dixell Industrial Solutions (Product responsibility may be further defined based on organizational needs.)

Customer Segment Focus

OEMs Contractors End Users Industrial Customers

Preferred Qualifications

• Bachelor’s degree in engineering (Mechanical, HVAC/Refrigeration, Electronics), or a related field.
• Minimum 10+ years working experience in HVACR industry.
• Proven success in hunting, prospecting, and new business development.
• Strong experience in Air Conditioning, Heating, Refrigeration, Cold Chain, Industrial Solutions, or related industries preferred.
• Strong consultative selling, negotiation, and relationship management skills.
• Experience managing sales opportunities through a CRM platform.
• Ability to work independently and effectively manage a sales territory.
• Excellent communication, presentation, and stakeholder management skills.

Key Competencies

• Business Development and Opportunity Creation.
• Prospect Qualification and Lead Management.
• Market Trend Awareness.
• Relationship Building and Networking.
• Customer-Centric Selling.
• Strategic Thinking.
• Results Orientation.
• Sales Forecasting and Pipeline Management.

Success Measures

• New customer acquisition.
• Sales revenue growth.
• Pipeline generation and conversion.
• Opportunity forecast accuracy.
• Market penetration within assigned territories.
• Customer engagement and specification wins.

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 paid parental leave (maternal and paternal), vacation and holiday leave.

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, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.

With $5B of global revenue, Copeland is a leading provider of compression products, electronics, software, and solutions across many applications within Heating, Ventilation, Air Conditioning, and Refrigeration (HVACR), where macro and regulatory trends towards environmental sustainability, leads to changes in HVACR technology. Other products include other heating applications, food service and retail, transportation, and healthcare/life sciences. This new business also has a solution portfolio that manages, monitors, and controls refrigeration units in the commercial setting, as well as software solutions that measure and monitor temperature conditions of refrigerated goods in transit, where there is a greater emphasis on energy management/sustainability solutions globally.