Inside Sales Representative
Copeland
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Job summary
Copeland, located in Sidney, OH, is seeking an Inside Sales Representative to manage an inherited HVAC OEM portfolio and develop new accounts through remote engagement. The role emphasizes relationship-building, targeted upsell/cross-sell, and close collaboration with Marketing and Product teams.
You will qualify opportunities, maintain momentum with customers, and leverage Salesforce for pipeline tracking while traveling up to 15% as needed in a hybrid work model.
Qualifications
- Bachelor’s degree in business, Engineering, STEM, or related field.
- 1-3 years of B2B experience in technical sales, account management, and business development.
- Discovery skills to identify opportunities & barriers, and to develop strategies for profitable growth.
- Problem-solving ability using critical thinking and adaptive approaches to customer problems.
- Territory management to balance maintenance, cultivation accounts and lead generation.
- Strong time management, prioritization, and follow-up skills.
- Exceptional customer service and written/verbal communication for remote/digital engagement.
- Experience with CRM systems for effective communication and data-based decisions.
- Legal authorization to work in the United States. Sponsorship is not available.
- Ability to travel 10-15%.
Responsibilities
- Build and own partnerships with a diverse HVAC OEM customer portfolio via remote engagement.
- Research leads, develop prospects, and grow new accounts in commercial market segments.
- Regularly check in to understand customer needs and identify growth opportunities.
- Coordinate with Marketing and Product Management to develop tailored customer strategies.
- Provide technical and application support with Technical Services across product lines.
- Drive revenue through upsell, cross-sell, and new product introductions.
- Document customer profiles and opportunities in Salesforce.
- Perform other duties as assigned.
Skills
Education
Tools
Job description
Hybrid
Sidney, OH, USA
Full time
JR117154
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!
If you are a sales professional looking for an opportunity to grow your account management skills, Copeland has an exciting opportunity for you!
This role is ideal for a sales professional who thrives in a broad-portfolio, high-impact engagement environment, building strong digital relationships while driving revenue through upselling, cross-selling, and proactive account management. You will be an integral member of a team accountable for managing relationships and profitable sales revenue within an inherited book of HVAC OEM customers across the United States. You will be responsible for expanding established OEM customer adoption of Copeland compressors, controls, electronics, and connected solutions while also identifying, acquiring and developing prospective lead accounts.
Build and own long-lasting partnership relationships with a diverse portfolio of HVAC OEM customers while ensuring consistent engagement via remote channels.
Research and qualify leads, develop prospects, and grow new accounts that participate in various commercial market segments.
Conduct regular check-ins to understand customer needs and to identify "hidden champions" within organizations that can help unlock growth opportunities.
Align internal resources within Marketing and Product Management to develop tailored customer strategies that deliver customer value, secures profitable revenue growth, and strengthen Copeland’s market position.
Coordinate with Technical Services to provide customers with the necessary technical & application support for a variety of Copeland business units and product lines.
Expand both revenue and profitability through product mix management through up-sell, cross-sell, new product introduction and legacy product phase-out initiatives across Copeland’s product and solution portfolio.
Align with goals and priorities to stay engaged and productive while taking positive action to overcome setbacks.
Document customer profiles and opportunities through use of Salesforce for product/program pipeline tracking and territory management.
Perform other duties as assigned.
Bachelor’s degree in business, Engineering, STEM, or related field.
1-3 years of B2B experience in technical sales process, account management, and business development with proven results.
Discovery skills to identify and evaluate opportunities & barriers, and to develop appropriate strategies & tactics to attain profitable growth.
Demonstrated skills for problem-solving through application of critical thinking and use of innovative situational adjustments to address customer problems and objections.
Territory management skills to balance time between maintenance/cultivation accounts and lead generation.
Strong time management, prioritization, and follow-up skills to ensure commitments and timelines are fulfilled.
Exceptional customer service and written and verbal communication skills, both externally and internally, to ensure alignment in a remote /digital customer engagement.
Competency with business-related software platforms for effective communication and data-based decision making.
Experience utilizing CRM systems to manage multiple account plans and growth-opportunity pipeline lifecycles.
Legal authorization to work in the United States. Sponsorship is not available for this position.
Ability to travel 10-15%.
2+ years of B2B account management of Commercial HVAC OEM customers.
Experience with refrigerant compressors, HVAC-R systems, components and manufacturing.
Experience with Salesforce CRM and demand forecast management.
This role is hybrid eligible with the requirement to be in office at least three days per week. Colleagues are expected to demonstrate a collaboration first mindset, which is the understanding that teams will work together in-person and colleagues should be flexible to adjust their hybrid days based on business needs. You will have an opportunity to work with your team and leader to determine when you should be in office to drive meaningful connections and to best serve our customers.
Our facility is located in Sidney, OH (https://experiencesidney.com/) , conveniently located within driving distance to several larger cities, such as Dayton (https://www.daytonlocal.com/events.asp) , Troy (http://www.troyohio.gov/) , and Columbus (https://www.experiencecolumbus.com/events/) . The area’s generally low costs of living, excellent school systems, and low crime rates create a family-friendly environment. The area is home to several growing communities with restaurants, festivals, shopping, and arts scenes that make them exciting places to live and work.
Our newly renovated Sidney campus has 1M square feet of manufacturing floor with an additional 120k square feet of leading-edge lab facilities. This location is the headquarters for our HVACR Americas business unit. Through our many years of compressor expertise, our products help bring comfort and convenience to refrigeration, commercial, industrial, and residential spaces. Approximately 1600 employees work in Sidney, who all support a multitude of business functions. With the blend of businesses and functions represented under this one roof, there are many opportunities for advancement within the Sidney location. Learn more about us! (https://climate.emerson.com/en-us/brands/copeland/copeland100)
#LI-KP1 #LI-Hybrid
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: medical insurance plans, dental and vision coverage, 401(k) and more. We provide employees with flexible time off plans, including paid parental leave, 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!
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.
Copeland will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1 with OPT or CPT, H-1, H-2, L-1, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.
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.
If you have a disability and are having difficulty accessing or using this website to apply for a position, please contact: copeland.careers@copeland.com
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.
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