General Sales Leader - Key Accounts

At Trane Technologies (~~~/) 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 Key Accounts is hiring for a Large Commercial General Sales Leader to join our team. In this role, you will function as sales leader for our core Key Account Large Commercial business sold through all revenue streams. You will be responsible for developing and maintaining long-term customer relationships and maximizing account penetration and customer retention with large retail, hospitality, healthcare, and industrial accounts with facilities across North America. Sales constitute all the processes and functions required to secure existing and future business with some of our largest and most complex owner customers, ensuring customer satisfaction and profitability. This position is responsible for greater than $75M in Revenue.

This position is remote.

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 (~~~) !

Responsibilities:

• Overall responsibility for the following functions: customer sales management, new customer qualification, customer satisfaction measurement, price management, marketing, maximizing account penetration, market penetration, customer retention, hiring and onboarding of new sales associates, continued assessment of skills and administering necessary training, setting quotas, accurate sales forecasting and consistent use of Trane sales tools and systems.

• Responsible for achieving annual objectives regarding profit, volume, margins, business mix, and share.

• Responsible for promoting all Trane Systems linkage Programs: including In-Warranty-Service Agreements, Building Automation, Service, and Installation.

• Develop and execute detailed account plans to gain a share of customers across all revenue streams.

• Responsible for internal processes and policies in establishing a new National or Strategic Account.

• Utilize the Key Account Sales Standard Work for account development, fulfillment, and reporting. Working with Account Managers to complete all internal systems and maintain account plans.

• Develop effective customer relationships with Trane Account Managers and customers.

• Request Legal Assignments for any negotiations on terms and conditions and drive that process to completion.

• Assemble high-performance teams and interact with Account Managers, Operations Leaders, and General Managers across North America regional teams with the intent of creating a cohesive, high-quality customer experience that creates a competitive advantage for our business.

• Manage ongoing performance by monitoring and coaching Account Managers' effectiveness and efficiency in relation to account performance, project closure rates, customer service, customer relationship development, and business profitability.

• Responsible for furthering relationships at the highest level of sponsorship within the customer's organization.

• Develop extensive information regarding selected accounts' industry, competitive positions, and their customer's requirements, and communicate to vertical sales and marketing leadership.

• Orchestrate coordinating strategies and tactics to support the account's overall objectives.

• Facilitate internal communication flow of strategic objectives and measure results to team members, leaders, and business units.

• Maintain customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and the sales team as needed.

• Coach to a collaborative and team-centered sales approach that creates a stellar customer-centric culture.

• Up to 40% travel required.

Key Competencies:

• Familiar with the development and execution of sales plans and programs and in dealing with large, multi-territorial, complex accounts highly preferred.

• Experience in working effectively with an extended team.

• Must have strong financial competency with the ability to analyze and develop recommendations using financial terms and measurements.

• High level of personal initiative coupled with good planning, organizational, and delegation skills required.

• Strong presentation skills with the ability to construct and give presentations at the executive level required.

• Excellent consultative selling, interpersonal, problem-solving, and conflict-resolution skills required.

• Compelling communicator with developing sales proficiencies.

• Good facilitation and organization skills required.

• Must have excellent verbal and written communication skills.

• Must be creative with a positive and flexible work style.

Qualifications:

• Bachelor's degree in business, engineering, computer science, management, or related area required.

• Minimum 10 years of sales experience and relationship management, experience in the commercial HVAC industry preferred.

• Proven record of accomplishment of selling to senior executives.

• Must have proven experience selling financial-based solutions and a strong financial competency with the ability to analyze and develop recommendations using financial terms and measurements.

• Experience with negotiating business contracts related to HVAC and on-site labor.

• Must have excellent verbal and written communication skills.

• Must have good computer skills required; proficiency in MS Office (Word, PowerPoint, Excel, and Access) and Salesforce required.

• Must possess a valid driver's license for a minimum of 12 months, with no major or frequent traffic violations included, but not limited to: DUI, Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years

This position is classified as safety sensitive.

Annual Salary Range - $139,000 - $324,500

Disclaimer: Salary ranges represents a mix of fixed base salary and incentives. Some sales positions are 100% commission. Sales commission plans are uncapped plans. Salary ranges could be a result of seniority, merit, geographic location where the work is performed, education, experience, travel requirements for the job.

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.