Account Executive, Central and Eastern Europe.

Copeland Poland Sp Z.o.o.; Warszawa; On-site; PLN 169,563 - 254,344; Full time

Job summary

Copeland Poland Sp Z.o.o. seeks an experienced Account Manager to develop and manage relationships with HVAC OEM accounts across Central and Eastern Europe. With at least 3 years in OEM account management and fluency in English plus another Central or Eastern European language, you will drive growth in the heat pump market.

Your role involves negotiating complex commercial deals and collaborating with various internal teams to ensure a robust operational strategy.

The ideal candidate should be resilient, able to operate under pressure, and willing to travel across Poland and nearby regions.

Qualifications

• Minimum 3 years of experience in OEM account management, key account management, or business development.
• Fluent in English and at least one Central or Eastern European language.
• Proven experience negotiating complex agreements with large customers.

Responsibilities

• Develop and maintain relationships with key HVAC OEM accounts.
• Support the expansion in the European heat pump market.
• Identify opportunities for account growth and partnership development.

Skills

OEM account management

Stakeholder management

Negotiation

Fluent in English

CRM experience

Tools

Salesforce

Job description

Key Responsibilities of the Role

• Develop and maintain strong relationships with key stakeholders and decision-makers across assigned HVAC OEM accounts throughout Central and Eastern Europe.
• Support the expansion of our presence within the growing European heat pump market through the development of strategic OEM partnerships.
• Manage large, strategically important OEM customers operating in high-volume manufacturing environments.
• Identify opportunities for account growth, cross‑selling, and long‑term partnership development.
• Conduct structured account planning and forecasting activities to support business growth objectives.
• Lead commercial discussions, contract negotiations, and pricing reviews with customers.
• Build compelling commercial proposals and pricing strategies that balance competitiveness and profitability.
• Collaborate closely with internal stakeholders, including Sales Managers, Technical Sales Engineers, Systems Engineers, Product Management, and Operations teams.
• Conduct regular customer visits to understand manufacturing processes, commercial priorities, and future business opportunities.
• Manage and maintain a robust sales pipeline through Salesforce and other CRM tools.
• Act as the primary point of contact for assigned accounts and coordinate internal support when required.
• Monitor market trends, competitor activities, and industry developments within HVAC and adjacent industrial sectors.
• Support strategic initiatives aimed at expanding market share within key OEM accounts.

Required Skills and Qualifications

• Minimum 3 years of experience in OEM account management, key account management, technical sales, or business development.
• Fluent in English and at least one of the following languages: Polish, Czech, Slovak, or Hungarian.
• Proven experience negotiating complex commercial agreements with large industrial customers.
• Strong commercial and pricing negotiation skills.
• Experience working with high‑volume manufacturing environments where cost competitiveness is critical.
• Excellent stakeholder management skills with the ability to influence both internal and external decision‑makers.
• Strong resilience and ability to perform effectively in high‑pressure commercial negotiations.
• Experience managing long sales cycles and strategic customer relationships.
• Strong forecasting, pipeline management, and CRM experience.
• Willingness to travel regularly across Poland, the Czech Republic, Slovakia, and Hungary.

Preferred Skills and Qualifications

• Experience within the HVAC industry, particularly compressors, controls, heat pumps, refrigeration, or related technologies.
• Experience selling into large OEM manufacturers with annual production volumes in the tens of thousands of units.
• Background in other high‑volume industrial sectors such as automotive, aerospace, medical technology, industrial equipment, or electronics manufacturing.
• Knowledge of procurement‑driven sales environments where cost optimization is a key purchasing criterion.
• Proficiency in multiple Central and Eastern European languages.
• Experience using Salesforce and other CRM platforms.
• Technical understanding of engineered products and manufacturing processes.

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 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.