WhiteCrow Research
Territory Sales Executive
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About WhiteCrow
We are global talent research, insight, and sourcing specialists with offices in the UK, USA, Singapore, Malaysia, Hong Kong, Dubai, and India. Our international reach has helped us to understand and penetrate specialist markets at a global level. In addition to this, our service is also extended to complement our client’s in-house talent acquisition teams.
About our client
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.
As a Territory Sales Executive, you will be responsible for...
- Executing the strategy defined by the Strategic Account Executive across assigned regional customer locations and branches.
- Developing and maintaining strong relationships with local and regional distributors within the territory.
- Coordinating closely with Enterprise Account Teams to ensure effective coverage of strategic and large enterprise accounts.
- Supporting and engaging key wholesale partners and their branch networks through training, business development, and activation initiatives.
- Delivering product training and technical support across distributor branches and contractor networks.
- Working directly with contractors as key influencers in the sales process, ensuring they are equipped to specify and promote our solutions.
- Implementing channel strategies to drive revenue growth and increasing market share through distribution partners.
- Negotiating and managing local agreements, pricing structures, and performance metrics with distributors.
- Conducting regular business reviews with partners to track performance and identifying growth opportunities.
- Ensuring strong alignment and communication between all stakeholders across the value chain.
- Promoting client full portfolio, including compressors, controls, electronics, monitoring solutions, and related technologies as part of a complete customer offering.
- Maintaining accurate sales activity, pipeline, and account information within Salesforce CRM.
- Travelling extensively within the assigned territory to support customers, distributors, and contractors.
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What you already have...
- 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.
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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.
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