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.

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 planningResponsible 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:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

•    Minimum of 10 years of sales experience or 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

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. Must have clear understanding of legal business terms and experience working with Terms and Conditions.

Language Skills

Ability to read, analyze, and interpret common business and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write speeches and articles for publication that conform to prescribed style and format.  Ability to effectively present information to top management, public groups, and/or boards of directors.

Mathematical Skills:

Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability:

Ability to define problems, collect data, establish facts, and draw valid conclusions.  Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Certificates, Licenses, Registration

Valid Driver’s LicenseProof of personal insurance

 

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard, and telephone and effectively communicate with others.  The employee frequently is required to sit and reach with hands and arms.  The employee is occasionally required to stand; walk; and stoop, or kneel.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and ability to adjust focus.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This position works in a typical office environment with occasional visits to job sites which includes outdoor work and work in mechanical/equipment rooms.  During the job site visits, the employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, outside weather conditions, extreme heat, and risk of electrical shock.  The noise level in the work environment is usually moderate.

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.

This position is designated as a safety sensitive role