Account Manager - Controls & Digital Services

Trane Italia; Fort Myers (FL); On-site; USD 130,000 - 168,000; Full time

Job summary

Trane Technologies, a world leader in climate solutions, is seeking a Controls Account Manager to develop long-term relationships with building owners, engineers, and contractors, delivering total HVAC control and digital services solutions.

You will lead sales from take-off to proposal pricing, apply Digital Services tech stack, and coordinate cross-functional teams to grow profitable service agreements while focusing on energy efficiency and sustainability.

Qualifications

• 4+ years of demonstrated experience or a Bachelor of Science degree.
• 2+ years of solution sales experience.
• 4-year degree not required; practical HVAC controls and sales experience considered.

Responsibilities

• Provide knowledge and consultation in HVAC controls-related solutions for the customer’s problems, including financial and performance-based considerations.
• Responsible for project take-off, selection, proposal pricing and selling strategy for controls/building automation and Digital services.
• Apply Trane’s Digital Services technology stack and local services to best solve customer’s problems.
• Consistently ascertain customer needs and current market opportunities; assemble and coordinate acquisition team as needed.
• Convert leads into opportunities by assigning the appropriate sales process and team members.
• Develop and execute an account-specific business plan to identify long-term mutual support requirements.
• Assist customers in answering technical questions on HVAC systems and Trane products.
• Consultative selling to form trusted relationships and provide value.
• Seek development opportunities and knowledge about products, competitors, and technologies relevant to customers.
• Conflict management: navigate challenging conversations while preserving trust.
• Initiative: target new business leads within current clients to grow accounts.
• Planning and prioritization: manage calls, activities, and timelines to meet targets.
• Problem solving: develop persuasive cases and plan implementations for client needs.
• Team selling: collaborate with sales teams to meet customer requirements.

Skills

HVAC controls

Solution sales

Driver license

Bachelor's degree

Education

Bachelor of Science degree

Job description

Be a part of our mission! As a world leader in creating comfortable, sustainable, and efficient climate solutions for buildings, homes and transportation, it’s our responsibility to put the planet first. For us at Trane Technologies, and through our businesses including Trane®andThermo King, sustainability is not just how we do business—it is our business. Do you dare to look at the world’s challenges and see impactful possibilities? Do you want to contribute to making a better future? If the answer is yes, we invite you to consider joining us in boldly challenging what’s possible for a sustainable world.

Learn about our benefits designed for you to Thrive at work and at home.

We boldly go.

Where is the work:

Prioritize engaging with customers. When not directly interacting with customers; collaborate with colleagues in your office.

What’s in it for you:

As a Controls Account Manager, you will join Trane’s best-in-class Commercial HVAC team. This is an exciting opportunity to make a difference in building efficiency and sustainability through our Controls/Building Automation and Digital Services offerings. In this role, you are primarily responsible for delivering on our business strategy by developing long term customer relationships with building owners, consulting engineers, and contractors with a focus on providing customers a total solution for the most energy efficient and best operating buildings. You will bring your passion for solving problems, creating customer value, and building relationships to make an impact.

What you will do:

• Provide knowledge and consultation in the form of developing HVAC controls related solutions for the customer’s problems, including financial and performance-based considerations.

• Responsible for project take-off, selection, proposal pricing and selling strategy for controls/building automation and Digital services.

• Apply Trane’s Digital Services technology stack and local services to best solve customer’s problems.

• Consistently ascertain customer needs and current market opportunities. Assemble and coordinate acquisition team as needed for customers 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 and execute an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable, and successful partnership.

• Assist customers in answering technical questions on HVAC systems, Trane products, and system application alternative, controls, installation, operation, maintenance, and problem resolution.

• Consultative Selling: Forming trusting relationships with clients and allowing them to communicate their requirements and desires then offering solutions that provide value and meet their needs.

• Seek out development opportunities and new knowledge about products, services, competitors, and technologies relevant to customers and the business.

• Conflict Management: Navigating challenging situations and conversations with customers in a way that builds trust in the relationship and adapting to market changes, like new competitors and changes in client needs, without compromising the quality of service provided

• Initiative: Seeking out targets for new business leads and opportunities within current clients to grow accounts and increase value.

• Planning: Scheduling sales calls, managing business activities and capacity to achieve short and long-term sales targets.

• Prioritization: Prioritizing workload and resources, such as allocating resources to customers based on their point in the sales cycle and manage client timelines to proactively sell, renew, and/or expand service agreements at appropriate times for the customer and the internal team.

• Problem Solving: Solving problems creatively, developing persuasive business cases, and validating business outcomes to create a win‑win for customers and the organization. To include, troubleshooting a product or service challenge, gathering information, developing multiple possible solutions, and creating a plan to implement them in a way that serves the client’s need.

• Team Selling: Working with sales teams to understand customer requirements, promoting the sale of company products, and providing sales support.

What you will bring:

• 4+ years of demonstrated experience or a Bachelor of Science degree.

• 2+ years of solution sales experience.

• Candidates without a 4-year degree are encouraged to apply; we prioritize practical experience, relevant skills, and alignment with our leadership principles with the relevant experience in HVAC control systems and technical sales.

• DL NUMBER - Driver License, Valid and in State 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.

Annual Base Salary Range or Hourly Base Pay Range:

$129,580.00 - $168,300.00

Compensation Type:

Salary

Incentive Eligible:

No

Sales Commission Eligible:

Yes

Disclaimer : We strive to provide competitive compensation for this position, tailored to a variety of factors. The actual compensation will depend on elements such as seniority, merit, geographic location, education, experience, travel requirements, and union designation. Our compensation range is generally based on the national average for the country. Additionally, benefits may vary depending on the region, business alignment, union involvement, and employee status.

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 includes 15 vacation days, 9 paid holidays, 3 floating holidays, sick leave, and additional options to support volunteer and parental leave.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.

Disclaimer: Benefit offerings may vary depending on Collective Bargaining Agreements and local/state regulations.

Safety Sensitive Role:

Yes

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.