At Trane Technologies® we Challenge Possible. Our brands – including Trane® and Thermo King® - create access to cooling and comfort in buildings and homes, transport and protect food and perishables, connect customers to elevated performance with less environmental impact, dramatically reduce energy demands and carbon emissions, and innovate with a better world in mind. We boldly challenge what’s possible for a sustainable world.
Job Summary:
This position is responsible for developing and maintaining long-term customer relationships and maximizing account penetration and customer retention with Education Clients (primarily K-12). This role will focus on finding and working with new clients.
This individual will leverage market research, develop, and leverage partnerships with businesses and peers in assigned marketplace to ensure we are able to provide innovative solutions to our customers. Expected results include sales growth, margin expansion and increase in market share across all Trane Enterprise offerings. This role will work closely with Trane’s Marketing Group to develop key deliverables to enhance the public awareness associated with the client’s initiatives and partnership(s) with Trane.
This position is responsible for long term growth & success by developing strategic partnerships with customers and other key external stakeholders to expand relationships to position Trane as the preferred provider of all HVAC systems, services, and energy solutions. As the primary Long-term relationship manager for Education clients, this individual orchestrates internal and external resources to develop and communicate value derived from actions associated with ongoing programs.
Essential Functions:
- Develops relationships with multiple buying influences in the customer’s organization, including executive level customers, facility managers, project managers, project engineers, construction and purchasing.
- Works as part of account management team to proactively develop and cultivate relationships with architects, design engineers, construction managers and contractors to strengthen Trane’s upstream position for plan and specification projects, and design build opportunities.
- Works to proactively discover customer’s needs and implement appropriate value-driven solutions resulting in a loyal business relationship with each local organization.
- Converts leads into opportunities by assigning the appropriate sales process, identifying the appropriate contact within the customer’s organization, identifying required sales team members, making assignments, and communicating the next steps in the process.
- Develops, evaluates, presents and discusses possible solutions with customer.
- Includes site visits, account planning, owner presentations
- Prepares, finalizes and reviews proposals and leads process of determining and calculating financial justification of offered solution.
- Determines and communicates project needs, constraints, and responsibilities to meet all of the client’s requirements.
- Ensures broad client engagement from all areas of HT expertise (technician, leadership, engineering, etc.) to ensure client needs are met
- Responsible for early identification of and leads resolution associated with client issues.
- Actively leads and participates in Education consortiums/groups vital to Harshaw Trane business success (i.e. KSBA, WKEC, etc…)
Additional responsibilities:
- Provides knowledge and consultation in the form of developing facility-related solutions for the customer’s problems, including financial and performance-based considerations.
- Leads site visits, discussions and demonstrations that are focused on controls and Intelligent Services.
- Works with established sales resources (i.e. Vertical Market Teams) to assess target markets to analyze potential opportunity.
- Provides marketplace feedback, including competitive information, customer expectations, industry trends, etc.
- Keeps abreast of customer and industry trends and performs market research to identify new solutions and products to improve customer satisfaction.
- Actively participate in sales strategy development process for key opportunities.
- Presents the overall Trane offering conceptually to executive buyers.
- Develops project fulfillment schedule with project team.
- Supports assigned Project Manager toeinsure customer’s expectations are met.
- Communicate effectively and consistently to the assigned Account Manager and other project team members as applicable the activities and progress of projects.
- Participate in or lead the process steps established to effectively transition projects from acquisition to operations team(s).
- Work with Trane Sales and Marketing Associates to best serve all our customer needs.
We offer competitive compensation and comprehensive benefits and programs that help our employees thrive in both their professional and personal lives. We are proud of our winning culture which is inclusive and respectful at its core. We share passion for serving customers, caring for others, and boldly challenging what’s possible for a sustainable world.
We are committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.
