Territory Sales Executive

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.

About the role

• 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.

As a Territory Sales Executive, you will be responsible for...

• Executing the strategy defined by the Strategic Account Executive across assigned regional 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 enterprise and large (Bracket I) accounts, including OEM centers.
• Supporting and engaging approximately 5 key wholesalers (HQ level) and their ~90 regional branches through training 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 solutions.
• Implementing channel strategies to drive revenue growth and increase 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 identify growth opportunities.
• Ensuring full alignment and communication between stakeholders across the value chain (HQ, branches, contractors).
• Promoting the full portfolio including compression, controls, and electronics as part of a 360° service offering.
• Travelling extensively within the assigned region.

What you already have...

• 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.