Vilter Strategic Accounts Manager - West Coast

About the Role

Day-to-day, the role entails working closely with customers to understand their sustainability goals and providing tailored solutions that meet their needs. This involves staying up-to-date with the latest developments in HVACR technologies and being able to communicate the benefits of Vilter's products and services to potential clients. The role also requires collaboration with various teams within the organization, including project management, engineering, operations, customer service, lifecycle services, and legal, to ensure seamless project execution and customer satisfaction.

As a key member of the sales team, the Strategic Accounts Manager will be responsible for developing and implementing account sales plans that exceed defined sales and gross margin objectives. This involves maintaining a deep understanding of the market, identifying new business opportunities, and building strong relationships with end-users, consultants, and contractors to encourage a preference for Vilter's products and services.

What You Will Do

• Develop the overall strategic program for assigned accounts at all levels of the organization involved with that account.
• 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.
• Operate as the partner concern point for customer issues and drive a positive customer experience throughout the issue resolution process.
• Demonstrate full ownership of the sales process from point of enquiry to closure of purchase order.
• Provide aftersales support as needed to ensure customer satisfaction.
• Work closely with Sales, Customer Experience, Marketing, Lifecycle Services, and Product Management on market challenges and requirements to educate customers on new technologies and industry trends.

What We Are Looking For

• Results-driven industrial refrigeration sales professional with a proven track record of success.
• Skilled at getting results by building effective customer relationships, gaining insight into customer needs, and delivering customer-centric solutions.
• Industrial refrigeration design expertise is essential.
• Strong customer focus with the ability to drive results and action-oriented.
• Excellent communication and collaboration skills, with the ability to instill trust and work cooperatively with others across the organization.
• Ability to identify and seize new opportunities with a sense of urgency, high energy, and enthusiasm.
• Proficiency in Salesforce CRM for maintaining up-to-date customer and project information.
• Experience working in a fast-paced environment with the ability to prioritize tasks and manage time effectively.
• Strong integrity, honesty, and authenticity, with a commitment to following through on commitments.

Nice to Have

• Experience with project management tools and software.
• Knowledge of the latest developments in HVACR technologies and their applications.
• Certification in sales or a related field.
• Previous experience working with cross-functional teams, including engineering, operations, and customer service.

Benefits and Perks

• Competitive compensation package.
• Opportunity to work with a global leader in climate technologies.
• Collaborative and dynamic work environment.
• Professional development opportunities, including training and education in the latest HVACR technologies.
• Flexible working arrangements, including remote work options.
• Access to a comprehensive benefits package, including health insurance, retirement plans, and paid time off.
• Recognition and reward for outstanding performance, including bonuses and incentives.
• Opportunity to be part of a company that is making a positive impact on the environment through sustainable technologies.

• Ensure your resume and cover letter are tailored to the strategic accounts manager role, highlighting your experience in industrial refrigeration sales and customer relationship management.
• Develop a strong understanding of Copeland's products and services, including Vilter heat pumps and refrigeration compression packages, to demonstrate your expertise during the interview process.
• Prepare examples of your success in building effective customer relationships and delivering customer-centric solutions to showcase your skills.
• Familiarize yourself with Salesforce CRM, as proficiency in this tool is essential for the role.
• Research the company culture and values to understand how your skills and experience align with Copeland's mission and vision.
• Be prepared to discuss your approach to identifying and seizing new business opportunities and how you stay up-to-date with the latest developments in HVACR technologies.
• Consider creating a portfolio that showcases your achievements in sales and customer relationship management to share during the interview process.