Senior Territory Sales Executive

Job title: Senior Territory Sales Executive

About the Role The Territory Sales Executive is responsible for driving sales growth across Copeland’s HVACR portfolio within the assigned territory. The 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.

What You'll Do

• 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.
• Travel 25-50% within the territory; reside in or near The Greater Kansas City area as the territory covers Western Missouri and all of Kansas.

What We're Looking For

• 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 escalate issues.
• Authorized to work in the United States without current or future sponsorship.

Nice to Have

• 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.

Compensation & Benefits

• Salary range: $92,000 - $145,000 inclusive of base + incentives, commensurate with skills and experience.
• Fully remote role; travel to Copeland sites as needed.
• Our compensation philosophy emphasizes a competitive base within the local market and performance-based merit reviews.