Strategic Account Executive

About Us 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. We are a sustainable company engaged to the values of Excellence, Innovation, Collaboration, Respect and Responsibility. We seek professionals who share our vision of creating sustainable solutions that improve lives and protect the planet, today and for future generations.

Copeland seeks an experienced Strategic Account Executive - Latin America (LATAM) to join the Cooper-Atkins Food Safety team.

This position is responsible for growing and managing Cooper-Atkins food safety business across Latin American markets, with country responsibilities determined by Copeland's commercial strategy, with a primary focus on Quick Service Restaurant (QSR) chains, restaurant groups, foodservice operators, dealers, and strategic channel partners.

This position will require a successful candidate to open new markets.

Primary Objectives

• Protect, manage, and expand established Cooper-Atkins QSR and foodservice accounts.
• Develop new strategic accounts and distribution opportunities that increase Cooper-Atkins market penetration throughout Latin America (LATAM).

The position will represent the Cooper-Atkins food safety product portfolio, including temperature measurement, monitoring, HACCP, and related food safety solutions, and may support additional Copeland monitoring technologies where appropriate.

Key Responsibilities

1. Sales Growth & Territory Management

• Achieve or exceed annual sales, margin, and growth objectives for the assigned LATAM territory.
• Develop and execute a strategic territory sales plan by country, account, and channel.
• Identify high-potential markets, QSR chains, restaurant groups, distributors, dealers, and other foodservice opportunities.
• Build a qualified sales pipeline capable of delivering consistent year-over-year growth.
• Prioritize resources toward accounts and countries offering the highest revenue and strategic growth potential.

2. Strategic QSR Account Management

• Manage and grow relationships with established QSR chains and major foodservice operators.
• Develop relationships across multiple levels of customer organizations, including operations, food safety, quality assurance, procurement, supply chain, engineering, and executive management.
• Conduct strategic account reviews and identify opportunities to expand Cooper-Atkins products across additional locations, markets, applications, and operating platforms.
• Understand each customer's food safety requirements, operational challenges, and business objectives.
• Position Cooper-Atkins solutions around measurable customer needs, including food safety, temperature compliance, operational consistency, productivity, and risk reduction.
• Support regional implementation of global or multinational QSR account programs.

3. New Business Development

• Proactively identify and develop new QSR, restaurant, foodservice, convenience, and institutional food accounts throughout the territory.
• Build relationships with prospective customers and convert qualified opportunities into sustainable revenue.
• Identify competitive conversions and product-standardization opportunities.
• Develop opportunities for pilot programs, product evaluations, operational trials, and multi-location rollouts.
• Build relationships with emerging regional QSR chains and other high-growth foodservice operators before they reach national or multinational scale.
• Follow through the sales cycle.

Key Competencies

• Customer Focus
• Relationship Management
• Commercial Acumen
• Negotiation Skills
• Pipeline Management
• Effective Communication
• Accountability and Results Orientation
• Cross-Cultural Business Skills
• Independent Decision-Making
• Action-Oriented Execution

Job Requirements

Bachelor's degree in business, marketing, engineering, food science, hospitality, or related discipline, or equivalent professional experience.

5+ years of B2B sales or strategic account-management experience, with increasing levels of responsibility.

Fluency in English and Spanish required; Portuguese proficiency is strongly preferred.

Ability and willingness to travel extensively approximately 70% of the time throughout the assigned LATAM territory.

Preferred Qualifications

• Experience selling into the foodservice, QSR, restaurant, food safety, hospitality, food equipment, or related industries strongly preferred.
• Demonstrated experience managing large multi-location customers or strategic accounts.
• Experience developing new accounts and building a territory or market.
• Knowledge of foodservice distribution and dealer/channel structures.
• Ability to operate independently across multiple countries and cultures.

Our Commitment to Our People

Across the globe, we are united by a singular Purpose: Sustainability is no small ambition. That’s why everything we do is geared toward a sustainable future—for our generation and all those to come. Through groundbreaking innovations, HVACR technology and cold chain solutions, we are reducing carbon emissions and improving energy efficiency in spaces of all sizes, from residential to commercial to industrial. Our employees are our greatest strength. We believe that our culture of passion, openness, and collaboration empowers us to work toward the same goal - to make the world a better place. We invest in the end-to-end development of our people, beginning at onboarding and through senior leadership, so they can thrive personally and professionally. Together, we have the opportunity – and the power – to continue to revolutionize the technology behind air conditioning, heating and refrigeration, and cultivate a better future.

Our Commitment to Inclusion & Belonging

At Copeland, we cultivate a strong sense of inclusion and belonging where individuals of all backgrounds, and with diverse perspectives, are embraced and treated fairly to enable a stronger workforce. Our employee resource groups play an important role in culture and community building at Copeland.

Equal Opportunity Employer

Copeland is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, or disability. We are committed to providing a workplace free of any discrimination or harassment.

With $5B of global revenue, Copeland is a leading provider of compression products, electronics, software, and solutions across many applications within Heating, Ventilation, Air Conditioning, and Refrigeration (HVACR), where macro and regulatory trends towards environmental sustainability, leads to changes in HVACR technology. Other products include other heating applications, food service and retail, transportation, and healthcare/life sciences. This new business also has a solution portfolio that manages, monitors, and controls refrigeration units in the commercial setting, as well as software solutions that measure and monitor temperature conditions of refrigerated goods in transit, where there is a greater emphasis on energy management/sustainability solutions globally.