Territory Sales Executive

We are a global climate technologies company focused on sustainability, creating efficient HVACR solutions for residential, commercial, and industrial spaces, and supporting cold chain logistics. We are seeking a Territory Sales Executive to support strategic account plans across Southern Germany, Austria, and Switzerland, focusing on activating distribution networks and influencing contractors.

Location: Germany

Responsibilities

• Execute the strategy defined by the Strategic Account Executive across assigned regional branches
• Develop and maintain strong relationships with local and regional distributors within the territory
• Coordinate closely with Enterprise Account Teams to ensure effective coverage of enterprise and large (Bracket I) accounts, including OEM centers
• Support and engage approximately 5 key wholesalers (HQ level) and their ~90 regional branches through training and activation initiatives
• Deliver product training and technical support across distributor branches and contractor networks
• Work directly with contractors as key influencers in the sales process, ensuring they are equipped to specify and promote solutions
• Implement channel strategies to drive revenue growth and increase market share through distribution partners
• Negotiate and manage local agreements, pricing structures, and performance metrics with distributors
• Conduct regular business reviews with partners to track performance and identify growth opportunities
• Ensure full alignment and communication between stakeholders across the value chain (HQ, branches, contractors)
• Promote the full portfolio including compression, controls, and electronics as part of a 360° service offering
• Travel extensively within the assigned region

Requirements

• Technical degree or apprenticeship in refrigeration engineering (mandatory: Mechatroniker für Kältetechnik or equivalent)
• Minimum of 5 years’ experience in a technical sales, application engineering, or channel sales role
• Strong technical understanding of HVAC/R systems, including compressors, controls, and electronics
• Proven experience working with distributors, wholesalers, and contractor networks
• Excellent interpersonal and stakeholder management skills
• Ability to work autonomously while collaborating effectively within a matrix organization
• Native-level German language skills
• Strong proficiency in Salesforce or similar CRM systems
• High willingness to travel across Southern Germany, Austria, and Switzerland