Strategic Account Executive, Poland

Strategic Account Executive

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.

Whether you are someone looking for a career change, a professional, an undergraduate student exploring your first opportunity, or recent graduate, we have opportunities that will allow you to innovate, be challenged and make an impact. Join our team and start your journey today!

We are seeking an experienced and commercially driven Strategic Account Executive to lead and develop key wholesaler and distributor relationships across Poland. This is a high-impact role focused on strategic corporate account coverage, channel growth, and long-term partnership development.

The successful candidate will bring strong strategic capability, a self-reliant approach, and a proven track record of driving commercial success within distributor and wholesale environments. This role will work closely with internal teams and Territory Sales Executives to align national strategy with local execution.

Fluency in Polish and English is essential.

Key Responsibilities of the Role:

• Develop and maintain strategic relationships with key stakeholders across wholesalers and distributors at corporate level
• Build deep understanding of customer strategies to identify support requirements and commercial opportunities
• Negotiate and manage contracts, pricing agreements, and performance metrics with channel partners
• Coordinate with Territory Sales Executives to ensure effective local branch coverage and execution
• Conduct regular business reviews with channel partners to assess performance, establish objectives, and identify growth opportunities
• Collaborate with internal account team members including Systems Engineers, Application Engineers, and other stakeholders to deliver strong value propositions
• Work cross-functionally with internal teams to ensure efficient inventory management and order fulfilment
• Analyze market trends, competitor activity, and channel developments to inform strategic account planning and product positioning
• Manage and maintain a healthy pipeline of opportunities through CRM and associated sales tools
• Provide strategic direction and leadership within the assigned territory

Required Skills and Qualifications:

• Fluent Polish and English language skills
• Minimum of 10 years' experience in strategic sales, channel management, or key account management
• Proven track record of successfully managing and growing distributor and wholesaler relationships
• Strong strategic and commercial acumen with the ability to operate independently
• Experience negotiating commercial agreements and managing complex stakeholder relationships
• Strong pipeline management and CRM discipline
• Excellent communication, presentation, and relationship-building skills
• Ability to collaborate effectively across sales, operations, engineering, and support functions
• Results-oriented with strong organisational and analytical capabilities

Preferred Skills and Qualifications:

• Experience managing corporate-level channel or distribution accounts within a technical or industrial environment
• Understanding of multi-branch distributor structures and channel strategy development
• Experience working within international or matrix organisations
• Demonstrated ability to identify and execute growth strategies across territories
• Strong market awareness and competitor analysis capability

If this sounds like you, please apply! We can't wait to speak with you.