Strategic Accounts Manager - Industrial Refrigeration

Copeland Industrial LP; California (MO); Hybrid; USD 150,000 - 190,000; Full time

Job summary

Copeland Industrial LP is seeking a Strategic Account Manager for Industrial Refrigeration & Heating solutions. This hunter role focuses on growing Vilter’s installed base by building relationships with end-users and contractors. The position requires significant travel, up to 100 nights per year, and is fully remote with candidates residing in California or nearby states.

The ideal candidate will have at least 5 years of account management experience, preferably in industrial refrigeration, and a Bachelor’s degree in Engineering. The compensation package is competitive, including a base salary and bonus.

Qualifications

• Minimum 5 years account management experience in industrial refrigeration equipment.
• Experience with ammonia refrigeration highly preferred.
• Effective technical and commercial communication with all organizational levels.

Responsibilities

• Develop and execute strategic programs for assigned accounts.
• Implement account sales plans to exceed objectives.
• Build and grow relationships to encourage a preference for Vilter products.
• Own the entire sales process from enquiry to order closure.

Skills

Sales professionalism in industrial refrigeration

Building customer relationships

Proactive opportunity seeking

Collaboration

Trustworthiness

Education

Bachelor’s degree in Engineering

Tools

Salesforce CRM

Job description

Job Title

Strategic Account Manager – Industrial Refrigeration & Heating

Job Overview

The Strategic Account Manager is a hunter role focused on growing Vilter’s installed base of industrial refrigeration and heating solutions in North America. The position drives sales, builds long‑term relationships with end‑users, consultants, and contractors, and works closely with cross‑functional teams to deliver projects and exceptional customer experiences.

Who You Are

• Results‑driven industrial refrigeration sales professional
• Excellent in building customer relationships and gaining deep customer insights
• Proactive seeker of new opportunities with urgency, high energy, and enthusiasm
• Team player who collaborates across the organization to achieve shared objectives
• Honest, integrity‑based, follow‑through professional who earns trust

Key Competencies

• Industrial refrigeration design expertise
• Customer focus, drives results
• Action oriented, collaborates, communicates effectively
• Instills trust

Responsibilities

• Develop and execute the overall strategic program for assigned accounts
• Implement account sales plans to exceed defined sales and gross margin objectives
• Realize sales and margin targets for Vilter heat pumps and refrigeration compression packages in the territory
• Build and grow relationships with customers and partners to encourage a preference for Vilter products and services
• Maintain up‑to‐date forecasts, project details, and competitor notes through Salesforce CRM
• Present projects and attend weekly Opportunity Review Board meetings
• Collaborate across functions to ensure strong performance and positive customer experience
• Act as the partner contact point for customer issues and drive a positive resolution process
• Own the entire sales process from enquiry to purchase order closure, including after‑sales support as needed
• Work with Sales, Customer Experience, Marketing, Lifecycle Services, and Product Management to educate customers on new technologies and industry trends
• Operate in an ethical manner in accordance with company policies and applicable laws
• Advance Vilter’s value proposition through frequent visits to key stakeholders, trade show attendance, and industry associations

Required Education, Experience & Skills

• Minimum 5 years account management experience in industrial refrigeration equipment
• Experience with ammonia refrigeration highly preferred
• Bachelor’s degree in Engineering or similar field (equivalent engineering experience considered)
• Proficient in financial calculations and commercial concepts for negotiation and closing
• Self‑starter with strong business sense and drive for results
• Knowledgeable in contract negotiations and opportunity management
• Effective technical and commercial communication with all organizational levels and customers
• Established relationships in the California market
• Located in California or a nearby West Coast state (remote work)

Travel & Work Arrangement

The role is fully remote but requires up to 100 nights of travel per year, including visits to the factory in Milwaukee (up to 24 nights). Candidates must be located in California or a nearby state.

Compensation

Base salary competitive with the local market; total compensation (base + bonus target) ranges from $150,000 to $190,000.

Equal Opportunity Statement

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.

Work Authorization

Copeland will only employ individuals who are legally authorized to work in the United States. This position does not provide sponsorship for visas.