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.

Responsibilities:

• Execute the strategy defined by the Strategic Account Executive across assigned regional customer locations and 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 strategic and large enterprise accounts.
• Support and engage key wholesale partners and their branch networks through training, business development, 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 our 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 strong alignment and communication between all stakeholders across the value chain.
• Promote client full portfolio, including compressors, controls, electronics, monitoring solutions, and related technologies as part of a complete customer offering.
• Maintain accurate sales activity, pipeline, and account information within Salesforce CRM.
• Travel extensively within the assigned territory to support customers, distributors, and contractors.

Requirements:

• Technical qualification, degree, HNC/HND, apprenticeship, or equivalent experience in Refrigeration, HVAC, Mechanical Engineering, Electrical Engineering, or a related discipline.
• Minimum of 5 years' experience in technical sales, application engineering, business development, or channel sales.
• Strong technical understanding of HVAC/R systems, including compressors, controls, electronics, and related solutions.
• Proven experience working with distributors, wholesalers, contractors, and installation partners.
• Excellent communication, relationship-building, and stakeholder management skills.
• Strong commercial acumen with the ability to influence and negotiate effectively.
• Ability to work independently while collaborating effectively within a matrix organization.
• Proficiency in Salesforce or equivalent CRM systems.
• Full UK driving licence and willingness to travel extensively.

Preferred Qualifications and Experience:

• Experience working with enterprise-level customers and complex account structures.
• Previous experience within the HVAC/R, refrigeration, building services, or industrial solutions sectors.
• Exposure to regional or national sales environments.
• Understanding of contractor influence models and specification-driven sales processes.
• Experience delivering technical product training and supporting channel partner development.