At Trane TechnologiesTM and through our businesses including Trane® and Thermo King®, we create innovative climate solutions for buildings, homes, and transportation that challenge what’s possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.
Job Summary:
Functions as regional sales leader for Energy Services including Complex Solutions/PACT/Turnkey revenue streams. Responsible for leading a team of Account Managers, Project Developers and Energy Engineers in developing long-term customer relationships and maximizing account penetration and customer retention with building owners. Provides sales leadership around all sales processes and functions required for ensuring success of Account Managers. Works closely with Contracting Operations leader to ensure total customer satisfaction from opportunity discovery through completion of projects. Typically requires a Bachelor's degree in engineering, business or related degree from four-year college or university; and five (5) years related experience in a sales leadership role; or equivalent combination of education and experience.
Thrive at work and at home:
Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!
Family building benefits include fertility coverage and adoption/surrogacy assistance.
401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
Paid time off, including in support of volunteer and parental leave needs.
Educational and training opportunities through company programs along with tuition assistance and student debt support.
Learn more about our benefits here!
Where is the work:
This position is eligible for a Hybrid work schedule (3 or more days onsite or at client sites a week) and will be based out of our Brea, CA or Phoenix, AZ locations.
Essential Roles and Responsibilities:
Overall responsibility for customer and regional sales management, new customer acquisition, customer satisfaction measurement, account management, price management, marketing, maximizing account penetration, market penetration, and customer retention.
Responsible for achieving annual objectives regarding profit, volume, business mix, and share.
Monitor, measure, and improve process and process measurements to effectively and efficiently meet customer needs.
Responsible for determining ancillary product needs/relationships that complement Trane core products.
Utilizing established Talent Management tools, work with Account Managers and Account Team Leaders to establish required skill sets, talents, and capabilities.
Assembles high performance teams and interacts with Account Managers with differing business development requirements, customer focus, experience, sales cycles, and product portfolios.
Must be able to effectively interact with the Contracting Operations to ensure Operations involvement in the development, pricing, and proposal process.
Must be able to effectively interact with the Operations team to ensure smooth hand-off of projects to the Project Fulfillment process.
Conducts performance appraisals to identify developmental needs, validate performance versus goals and objectives, recommend promotions, training, and disciplinary actions.
Establishes sales compensation plans within company guidelines.
Manages ongoing performance by monitoring and coaching Account Managers’ effectiveness and efficiency in relation to project attainments, customer service, customer relationship development, and business profitability.
Must be able to work with customers to resolve issues around Terms and Conditions.
Maintains customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and sales team as needed.
Responsible for internal communications flow to Account Managers.
Leads the development and the execution of the sales business plan.
Responsible for sales manpower planning
Responsible for modeling and reinforcing the business’ vision, mission, business values and people values.
Flexibility to work outside normal work hours, as required.
Supervisory Responsibilities:
Is responsible for the overall direction, coordination, and evaluation of the sales process. Directly supervises sales personnel. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; coaching and mentoring employees; addressing complaints and resolving problems.
Experience:
• Minimum of 10 years of sales experience, minimum seven (7) years in the energy services industry.
• Minimum of (5) years of experience presenting to executive level clients. Experience selling into the public sector (MUSH market) preferred. Must have clear understanding of legal business terms and experience working with Terms and Conditions.
Education and/or Experience:
Bachelor's degree in engineering, business or related degree from four-year college or university; and five (5) years related experience in a sales leadership role; or equivalent combination of education and experience.
Compensation Range: $200,000 - $322,500 annually, which includes a local incentive plan. This salary range is based on US National Averages. Actual base pay could be a result of seniority, merit, or geographic location where the work is performed.
We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.