Strategic Account Executive

Our client is a global leader in sustainable climate solutions, helping reduce carbon emissions and improve energy efficiency across commercial, industrial, residential, and refrigeration sectors. They tackle global challenges like climate change and energy demand through innovations in low-impact refrigerants and efficient heating, cooling, and cold chain systems.

With 18,000 employees across 40+ countries, they combine global reach with local expertise. Backed by over 200 million installations, their industry-leading brands deliver reliable, scalable solutions. Their commitment to innovation and sustainability makes them a trusted partner worldwide.

Responsibilities: 

• Develop and execute long‑term, account‑specific growth strategies for assigned strategic customers. 
• Build and sustain executive‑level relationships across customer organizations, serving as a trusted advisor. 
• Lead complex, multi‑stakeholder sales opportunities using consultative solution‑selling practices. 
• Coordinate cross‑functionally with sales, engineering, and services teams to deliver integrated customer solutions. 
• Apply deep market, customer, and technical insight to identify growth opportunities and mitigate risk. 
• Maintain accurate forecasts, opportunity plans, project pipeline and account strategies within CRM systems. 
• Responsible for developing and maintaining relationships with key HVAC OEM stakeholders
• Develop deep understanding of customer strategy to champion appropriate support needs and HVAC product opportunities
• Collaborate with and orchestrate internal account team members (e.g., Systems Engineer, Technical Sales Engineer, etc.) to ensure value propositions are appropriately delivered
• Conduct periodic account planning to strategically identify expansion & cross-sell opportunities
• Lead contract and pricing negotiations with OEM customers
• Serve as main point of contact for set of assigned accounts; route inquiries as necessary to Customer Success Reps
• Conduct regular field visits to better understand customer processes and needs
• Actively engages to stay updated on HVAC industry trends and competitor activity

Requirements:

• Eight (10) or more years of experience in B2B or technical sales roles supporting complex customer environments. 
• Demonstrated success managing strategic or enterprise‑level customer accounts. 
• Advanced consultative selling, opportunity management, and negotiation skills. 
• Ability to engage and influence executive‑level customer stakeholders. 
• Strong written, verbal, and presentation communication skills. 
• Disciplined use of CRM tools to manage pipeline, forecasts, and account plans