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.
What’s in it for you:
Trane Commercial has an exciting opportunity for a Comprehensive Solutions Account Executive. Primary responsibilities include developing high-level customer relationships working primarily in the K-12, higher education, healthcare, commercial real estate, industrial, and state/local government markets. Your focus will be on providing customers a total solution for buildings focused on improved operational costs, reduced carbon emissions, and enhanced systems reliability, and various financing options. This role is responsible for working with internal and external sales teams to build a sales pipeline, make concept presentations and qualify the potential for a Comprehensive Strategic Solution, Design Build, or Energy Services /GESA /Public Private Partnership offerings.
A Comprehensive Solutions Account Executive is responsible for Developing long-term customer relationships and maximizing existing account penetration with the C Suite, Building Owners, Directors, Board Members, and State/Local Governments. The knowledge and ability to sell a solution and lead financial discussions at the highest organizational levels is required. This role requires a general understanding of the HVAC, energy, lighting, and mechanical industries This role does require the ability to be self-directed and work effectively to market and position our comprehensive service and energy solutions to key stakeholders. This goes beyond HVAC efficiency – this is the future of truly Integrative Building Services Solutions.
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 has been designated as a Hybrid work schedule with work performed onsite 3 days each week.
What you will do:
- Determine needs, develop, and execute an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
- Convert leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
- Gather and validate preliminary information and perform facility walkthrough, construction plan review or other requirements.
- Responsible for project take-off, selection, proposal pricing and selling strategy, and integration of equipment, controls, and services.
- Assist customers in answering technical questions on HVAC systems, Trane products, and system application alternative, controls, installation, operation, maintenance, and problem resolution.
- Travel to customer job sites is required, which may include outdoor work and/or work in mechanical/equipment rooms. During the site visits, the employee may be exposed to variable weather conditions; moving mechanical parts; heights, and other variable environmental conditions based on location.
What you will bring:
- Those with sales or consulting experience in the General Contracting, IT, Finance, Energy Supply or Sustainable Energy markets will be preferred.
- Minimum bachelor’s degree from a four-year college or university, or minimum two (2) years of IT, finance, energy or sustainable practice solution experience; or equivalent combination of education and experience.
- A minimum of 5 years of business development and financial solution sales experience
- Proficient knowledge and use of financial and strategic selling skills.
- Proven track record of developing and closing complex, multi-departmental large-scale contracting deals.
- Must have strong presentation skills and demonstrated experience using consultative selling skills.
- Must possess a valid driver’s license for a minimum of 12 months, with no major or frequent traffic violations.
- Working knowledge of Microsoft Office products.
Additional responsibilities include:
- Determine needs, develop and execute an account or opportunity specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
- Combine our world class services, data and analytics, and building management, energy and automation systems to deliver the right solution to positively impact our customer’s mission.
- Lead a consultative process focused on the customers’ needs which:
- Assesses what matters most, what challenges to overcome and identify any constraints
- Advises, with subject matter experts, to configure the potential solutions
- Delivers a range of impactful solutions that are quantifiable and long-lasting
- Provides knowledge and consultation to our customers on the financial drivers, legislation and requirements for energy based financially driven sales throughout the area.
- Help develop multiple relationships in the customer's organization with economic buyers (e.g. CFO, Director of Finance, etc.) and buying influences including facility directors, project managers, project engineers, construction, purchasing, legal, and finance officers.
- Oversees the sales process including sales strategy, final proposal, handling objections, contract negotiations, closing the sale and transition to fulfillment.
- Understands structured finance offerings such as Public Private Partnerships (P3), Energy Services Agreements and Power Purchase Agreements and how best to work with financial partners to model these transactions for our clients.
Compensation:
Base Compensation Range: 135,000-170,000 annually plus payment from sales commissions.Sales commissions plans are uncapped plans.
Disclaimer: This "range" could be a result of seniority, merit, geographic location where the work is performed, education, experience, travel requirements for the job, or because of a system the employer uses to measure earnings by quantity or quality of production (so, for example, positions that may not have traditional salary ranges). Our prosperous commission plans grow over time with a successful employee’s growing pipeline. Some sales professionals may eventually move to 100% commission.
Equal Employment Opportunity:
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.
