Senior Territory Sales Executive

Copeland; United States; Remote; USD 92,000 - 145,000; Full time

Benefits offered by this job

Medical insurance

Dental and vision coverage

401(k)

Flexible time off

Paid parental leave

Job summary

Copeland is seeking a Territory Sales Executive to drive growth across its HVACR portfolio. You will develop territory plans, engage wholesalers and contractors, deliver technical training, and collaborate with cross-functional teams to expand Copeland’s presence within the Western Missouri and Kansas territory.

The role is fully remote within the United States with 25–50% travel, requiring 5+ years of outside sales experience and strong relationship-building skills.

Qualifications

• Minimum 5 years outside sales experience.
• Proven success in developing customer relationships and driving sales growth.
• Excellent communication, presentation, and negotiation skills.
• Proficiency in Microsoft Office and CRM tools (Salesforce preferred).
• Must be authorized to work in the United States without sponsorship.

Responsibilities

• Develop and execute territory sales plans to achieve revenue targets.
• Identify and capitalize on new business opportunities through distribution and contractor channels.
• Create demand using pull-through sales strategies and contractor rewards programs.
• Develop and implement branch-level sales and marketing plans including open houses, trade shows, and events.
• Build and maintain strong relationships with wholesalers, contractors, and key accounts.
• Lead training sessions for wholesalers and contractors to enhance product knowledge.
• Promote Copeland’s Technical Training Programs for differentiation.
• Maintain records of customer interactions in Salesforce and track sales performance.
• Collaborate with operations, marketing, product planning and engineering to deliver customer-focused solutions.

Skills

5+ years outside sales

customer relationships

communication & negotiation

multi-tasking

work authorization USA

Tools

Salesforce

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!

The Territory Sales Executive

is responsible for driving sales growth across Copeland’s HVACR portfolio, including electronics, controls, compressors, condensing units, and related parts. This role focuses on developing strong relationships with wholesalers, contractors, and distribution partners while delivering technical expertise, training, and market insights to expand Copeland’s presence within the assigned territory. The chosen candidate does need to reside within the territory for this role.

Take advantage of this excellent opportunity to join Copeland, where you can excel in a fast-paced, performance-based team atmosphere, delivering Copeland value in the HVACR wholesale distribution channel.

As a Territory Sales Executive, You Will:

• Develop and execute territory sales plans to achieve annual revenue targets across HVACR product lines including controls, thermostats, compressors, and condensing units.
• Identify and capitalize on new business opportunities, driving growth through both distribution and contractor channels.
• Create demand using pull-through sales strategies, contractor engagement, and participation in contractor rewards programs.
• Develop and implement branch-level sales and marketing plans, including open houses, trade shows, and promotional events.
• Build and maintain strong, long-term relationships with wholesalers, contractors, and key accounts within the territory.
• Lead in-person and virtual training sessions for wholesalers and contractors to enhance product knowledge and application skills.
• Promote and contribute to Copeland’s Technical Training Programs, enabling “teaching for differentiation.”
• Maintain accurate and up-to-date records of customer interactions, opportunities, and competitive intelligence in Salesforce.
• Track and report on sales performance, training activities, and market trends.
• Collaborate cross-functionally with operations, marketing, product planning, and engineering to deliver customer-focused solutions and portfolio growth.
• Maintain a strong customer-first mindset while balancing business objectives and operational constraints.
• Candidates will be based in or near The Greater Kansas City area. The territory consists of Western Missouri and all of Kansas.
• Travel 25-50% within territory.

REQUIRED EDUCATION, EXPERIENCE & SKILLS:

• Minimum of 5 years of outside sales experience.
• Proven success in developing customer relationships and driving sales growth.
• Excellent communication, presentation, and negotiation skills.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook) and CRM tools (Salesforce preferred).
• Strong organizational, time management, and decision-making abilities.
• Ability to manage multiple priorities in a fast-paced environment.
• Resilience under pressure and sound judgment on when to elevate issues.
• Must be authorized to work in the United States without current or future sponsorship.

PREFERRED EDUCATION, EXPERIENCE, & SKILLS:

• BA/BS Degree or equivalent hands‑on experience – prefer Business Administration, Marketing, Management & Leadership, and Professional Sales.
• 2 years of sales experience supporting 2-step HVACR wholesale distribution, MRO, Plumbing channels, and other technical sales/market experience.
• Ability to engage in the sales process across all levels of the customer’s organization.
• Comprehension of smart home technology product delivery & installation across channels to homeowners.

Remote Work Arrangement:

This role is fully remote. As a remote colleague, you may be required to travel to a Copeland site regularly to collaborate with your team or customers as needed. Copeland is committed to fostering a productive and connected culture, so you will have the opportunity to work with your team and leader to understand your team operating principles to collaborate effectively.

Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. In accordance with Colorado EPEWA, the pay range for this role is $92,000-$145,000 inclusive of base + incentives, commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.

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: 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!

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.

Work Authorization

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.

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.

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