Strategic Account Executive, Poland

Copeland Poland Sp Z.o.o.; Warszawa; On-site; PLN 296,108 - 380,710; Full time

Job summary

Copeland Poland Sp Z.o.o. is seeking an experienced Strategic Account Executive to foster key wholesaler and distributor relationships across Poland. The ideal candidate will have at least 10 years of experience in strategic sales and a proven track record in managing distributor relationships.

This high-impact role involves negotiation and account management, focusing on strategic growth and collaboration with internal teams. Strong Polish and English language skills are essential for success in this position.

Qualifications

• Minimum of 10 years’ experience in strategic sales, channel management, or key account management.
• Proven track record of managing and growing distributor and wholesaler relationships.
• Strong pipeline management and CRM discipline.

Responsibilities

• Develop and maintain strategic relationships with key stakeholders.
• Negotiate and manage contracts and pricing agreements.
• Conduct regular business reviews with channel partners.
• Work cross-functionally to ensure efficient inventory management.

Skills

Fluent Polish and English language skills

Strategic sales experience

Strong commercial acumen

Negotiation skills

Pipeline management

Communication skills

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.

We are seeking an experienced and commercially driven Strategic Account Executive to lead and develop key wholesaler and distributor relationships across Poland. This is a high-impact role focused on strategic corporate account coverage, channel growth, and long-term partnership development. The successful candidate will bring strong strategic capability, a self-reliant approach, and a proven track record of driving commercial success within distributor and wholesale environments. This role will work closely with internal teams and Territory Sales Executives to align national strategy with local execution.

Key Responsibilities

• Develop and maintain strategic relationships with key stakeholders across wholesalers and distributors at corporate level.
• Build deep understanding of customer strategies to identify support requirements and commercial opportunities.
• Negotiate and manage contracts, pricing agreements, and performance metrics with channel partners.
• Coordinate with Territory Sales Executives to ensure effective local branch coverage and execution.
• Conduct regular business reviews with channel partners to assess performance, establish objectives, and identify growth opportunities.
• Collaborate with internal account team members including Systems Engineers, Application Engineers, and other stakeholders to deliver strong value propositions.
• Work cross-functionally with internal teams to ensure efficient inventory management and order fulfilment.
• Analyze market trends, competitor activity, and channel developments to inform strategic account planning and product positioning.
• Manage and maintain a healthy pipeline of opportunities through CRM and associated sales tools.
• Provide strategic direction and leadership within the assigned territory.

Required Skills and Qualifications

• Fluent Polish and English language skills.
• Minimum of 10 years’ experience in strategic sales, channel management, or key account management.
• Proven track record of successfully managing and growing distributor and wholesaler relationships.
• Strong strategic and commercial acumen with the ability to operate independently.
• Experience negotiating commercial agreements and managing complex stakeholder relationships.
• Strong pipeline management and CRM discipline.
• Excellent communication, presentation, and relationship-building skills.
• Ability to collaborate effectively across sales, operations, engineering, and support functions.
• Results-oriented with strong organisational and analytical capabilities.

Preferred Skills and Qualifications

• Experience managing corporate-level channel or distribution accounts within a technical or industrial environment.
• Understanding of multi-branch distributor structures and channel strategy development.
• Experience working within international or matrix organisations.
• Demonstrated ability to identify and execute growth strategies across territories.
• Strong market awareness and competitor analysis capability.

If this sounds like you, please apply! We can't wait to speak with you.

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.

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.