Account Executive, Central and Eastern Europe

Job title: Account Executive, Central and Eastern Europe

About the Role Copeland is seeking a commercially driven Account Executive to manage and grow relationships with HVAC OEMs across Poland, the Czech Republic, Slovakia, and Hungary. This is a strategic, high-impact role focusing on high-volume manufacturing customers, complex commercial negotiations, and long-term account development. You will work closely with procurement leaders, engineering teams, and senior decision-makers within major OEM organizations, helping deliver compressor and controls solutions that support their growth objectives.

What You'll Do

• Develop and maintain strong relationships with key stakeholders and decision-makers across assigned HVAC OEM accounts throughout Central and Eastern Europe.
• Support the expansion of our presence within the growing European heat pump market through the development of strategic OEM partnerships.
• Manage large, strategically important OEM customers operating in high-volume manufacturing environments.
• Identify opportunities for account growth, cross-selling, and long-term partnership development.
• Conduct structured account planning and forecasting activities to support business growth objectives.
• Lead commercial discussions, contract negotiations, and pricing reviews with customers.
• Build compelling commercial proposals and pricing strategies that balance competitiveness and profitability.
• Collaborate closely with internal stakeholders, including Sales Managers, Technical Sales Engineers, Systems Engineers, Product Management, and Operations teams.
• Conduct regular customer visits to understand manufacturing processes, commercial priorities, and future business opportunities.
• Manage and maintain a robust sales pipeline through Salesforce and other CRM tools.
• Act as the primary point of contact for assigned accounts and coordinate internal support when required.
• Monitor market trends, competitor activities, and industry developments within HVAC and adjacent industrial sectors.
• Support strategic initiatives aimed at expanding market share within key OEM accounts.

What We're Looking For

• Minimum 3 years of experience in OEM account management, key account management, technical sales, or business development.
• Fluent in English and at least one of the following languages: Polish, Czech, Slovak, or Hungarian.
• Proven experience negotiating complex commercial agreements with large industrial customers.
• Strong commercial and pricing negotiation skills.
• Experience working with high-volume manufacturing environments where cost competitiveness is critical.
• Excellent stakeholder management skills with the ability to influence both internal and external decision-makers.
• Strong resilience and ability to perform effectively in high-pressure commercial negotiations.
• Experience managing long sales cycles and strategic customer relationships.
• Strong forecasting, pipeline management, and CRM experience.
• Willingness to travel regularly across Poland, the Czech Republic, Slovakia, and Hungary.

Nice to Have

• Experience within the HVAC industry, particularly compressors, controls, heat pumps, refrigeration, or related technologies.
• Experience selling into large OEM manufacturers with annual production volumes in the tens of thousands.
• Background in other high-volume industrial sectors such as automotive, aerospace, medical technology, industrial equipment, or electronics manufacturing.
• Knowledge of procurement-driven sales environments where cost optimization is a key purchasing criterion.
• Proficiency in multiple Central and Eastern European languages.
• Experience using Salesforce and other CRM platforms.
• Technical understanding of engineered products and manufacturing processes.

Compensation & Benefits

• Flexible and competitive benefits plans offer the right options to meet your individual/family needs.
• Flexible time off plans, including parental leave, vacation and holiday leave.