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Sr Complex Solutions Account Manager
4 months ago
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:
Trane has an exciting new opportunity to join our organization as a Senior Account Manager-Comprehensive Solutions This is a senior executive sales position that will be based in Virginia and will be the primary business development driver for our performance contracting and large turnkey programs within the South Atlantic Region. The focus of this role is on turning up "net new" business as well as developing long-term relationships with our building owner/owner direct accounts within the MUSH market (Municipalities, Universities, Schools, and Hospitals). The successful candidate will collaborate with decision makers in our industry as a "trusted advisor" and will have the ability to communicate a crisp vision of what Trane brings, in terms of energy efficient buildings. Join Trane as we continue to grow our comprehensive solutions team
Responsibilities:
• Work closely with Regional Sales Leader and CS Team to create a new sales/marketing growth plan for Virginia market and consistently achieve benchmarks set forth in that plan.
• Utilize account management and networking process to identify new customers and develop specific action plans to grow identified accounts.
• Consistently call on hi-level and C Suite relationships that produce results.
• Ascertain customer needs and current market opportunities. Assemble and coordinate acquisition team as needed for customer and projects.
• Convert leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process. Develop strategic relationships with key decision makers in the customer organizations.
• Familiarize with and consistently use Salesforce to track all leads, opportunities, & projects, and maintain an updated sales pipeline on a routine basis.
Qualifications:
• Bachelor's degree in business/political science/public administration/education or related fields is strongly preferred.
• Minimum 10 years' experience in hi-level business development and solution sales experience in the HVAC / building automation systems space preferred.
• Previous ESCO experience required
• First-hand experience and strong working knowledge in one or more of the following vertical markets: Education, Healthcare, and State/Local Government.
• Energy-as-a-Service, Combined Heat and Power (CHP), P3 (Public Private Partnerships), Water/Wastewater knowledge, and Federal selling experience preferred but not required.
• Must have strong executive presentation skills.
• Working knowledge of and Microsoft Office products.
