Territory Sales 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.

Role Description:

• Seeking a technically strong and commercially driven Territory Sales Executive to support the execution of strategic account plans at a regional level across Southern Germany, Austria, and Switzerland.
• This role focuses on activating distribution networks, influencing contractors, and ensuring successful deployment of solutions across enterprise customer branches.
• Working closely with the Strategic Account Executive and Enterprise Account Team, you will act as the key link between headquarters strategy and on-the-ground execution across an extensive distributor and contractor network.

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.