Account Executive
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Key skills for this role
About the Role
Copeland is hiring an Account Executive in Dubai to manage relationships with local distributors and contractors in the HVAC sector. The role involves driving sales growth, managing pipeline, and negotiating agreements.
Key Skills for This Role
Responsibilities
- Develop and maintain relationships with local and regional distributors, contractors within assigned territory
- Manage opportunities and pipeline with discipline, including qualification, progression, forecasting, and follow through to achieve revenue targets
- Build credibility with customers by sharing technical, product, and market knowledge throughout the sales process
- Communicate clearly and persuasively through customer discussions, proposals, and presentations
- Use CRM and sales tools consistently to maintain accurate accounts, pipeline, and forecast information
- Identify new customers and develop strategies for business development to convert leads into business
- Proactively cover top contractors in assigned territory and educate them on Copeland portfolio
- Implement channel strategies to drive sales growth and market share through regional distribution partners
- Negotiate and manage agreements, pricing, and performance metrics with local distributors
- Conduct regular business reviews with channel partners to assess performance and identify growth opportunities
- Manage and update pipeline of opportunities in CRM system
- Serve as the main point of contact for assigned accounts; route inquiries as necessary to Customer Success Reps
Requirements
- 5+ years of experience in B2B & B2C or technical sales roles
- Consultative selling and opportunity management skills
- Ability to identify customer needs and tailor solutions
- Strong written, verbal, and presentation communication skills
- Disciplined use of CRM tools to manage pipeline, forecasts, and account activity
Full Job Posting
About Us
- Copeland is a global climate technologies company engineered for sustainability, creating efficient residential, commercial, and industrial spaces through HVACR technologies.
Key Responsibilities
- Develop and maintain relationships with local and regional distributors, contractors within assigned territory.
- Manage opportunities and pipeline with discipline, including qualification, progression, forecasting, and follow through to achieve revenue targets.
- Build credibility with customers by sharing technical, product, and market knowledge throughout the sales process.
- Communicate clearly and persuasively through customer discussions, proposals, and presentations.
- Use CRM and sales tools consistently to maintain accurate accounts, pipeline, and forecast information.
- Identify new customers and develop strategies for business development to convert leads into business.
- Proactively cover top contractors in assigned territory and educate them on Copeland portfolio as influencers in the sales process.
- Implement channel strategies to drive sales growth and market share through regional distribution partners.
- Negotiate and manage agreements, pricing, and performance metrics with local distributors.
- Conduct regular business reviews with channel partners to assess performance and identify growth opportunities.
- Manage and update pipeline of opportunities in CRM system, ensuring all interactions are recorded and forecast is accurately maintained.
- Serve as the main point of contact for assigned accounts; route inquiries as necessary to Customer Success Reps.
Required Experience & Skills
- Five (5) or more years of experience in B2B & B2C or technical sales roles.
- Consultative selling and opportunity management skills.
- Ability to identify customer needs and tailor solutions.
- Strong written, verbal, and presentation communication skills.
- Disciplined use of CRM tools to manage pipeline, forecasts, and account activity.
Preferred Experience & Skills
- Experience selling technical, engineered, or solutions based offerings.
- Experience working across multiple stakeholders within customer organizations.
- Technical background in industrial engineering, mechanical engineering, electrical engineering, or a closely related systems focused discipline.
Our Commitment to Our People
- Flexible and competitive benefits plans including paid parental leave, vacation and holiday leave.
Our Commitment to Inclusion & Belonging
- Copeland cultivates a strong sense of inclusion and belonging where individuals of all backgrounds are embraced and treated fairly.
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