Strategic Accounts Manager - Industrial Refrigeration

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. #J-18808-Ljbffr