Account Executive, North Italy, HVAC Residential

About the role

We are a global climate technologies company engineered for sustainability. We create sustainable and efficient residential, commercial and industrial spaces through HVACR technologies. We protect temperature-sensitive goods throughout the cold chain. And we bring comfort to people globally. Best-in-class engineering, design and manufacturing combined with category-leading brands in compression, controls, software and monitoring solutions result in next-generation climate technology that is built for the needs of the world ahead. Whether you are someone looking for a career change, a professional, an undergraduate student exploring your first opportunity, or recent graduate, we have opportunities that will allow you to innovate, be challenged and make an impact. Join our team and start your journey today! We are seeking a commercially driven Account Executive to manage and grow relationships with some of the largest HVAC OEMs in the market. This is a strategic, high-impact role focused 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. Success in this role requires strong commercial acumen, resilience under pressure, and the ability to balance revenue growth, competitiveness, and profitability. Key Responsibilities of the Role: Develop and maintain strong relationships with key stakeholders and decision-makers across assigned HVAC OEM accounts. 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. Required Skills and Qualifications: Minimum 3 years of experience in OEM account management, key account management, technical sales, or business development. Fluent in both Italian and English. 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 to customer locations. Preferred Skills and Qualifications: 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 of units. 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. French language skills. Experience using Salesforce and other CRM platforms. Technical understanding of engineered products and manufacturing processes. About the location: Copeland Controls is a global leader in high-quality products and services, distributed and supported across more than 70 countries by a network of skilled and knowledgeable professionals. Our Belluno (Italy) manufacturing site employs over 200 dedicated team members who provide exceptional training, hospitality, and customer service, ensuring the correct selection of controllers and efficient after-sales support. Our brand-new Innovation Center spans 1,000 sq.m and

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at copeland? Share your experience