Comprehensive Solutions Account Executive

Trane Technologies; City of Rochester (NY); Remote; USD 111,000 - 260,000; Full time

Job summary

A leading climate solutions company is seeking a Comprehensive Account Executive based remotely in the Greater Northeast, focusing on healthcare customers. This pivotal role involves identifying new business opportunities and establishing strategic relationships while managing financial and sustainability-driven solution sales. Candidates should possess a Bachelor’s degree and at least five years of executive sales experience, particularly in the healthcare sector. The company offers competitive compensation, with an income range of $111,000 to $260,000+, along with comprehensive benefits.

Benefits

Health insurance

401K match up to 8%

Tuition assistance

Paid time off

Wellness programs

Qualifications

• 5+ years of executive sales experience, preferably in the Healthcare market.
• Demonstrated success in financial sales with complex sales cycles.
• Ability to engage multiple stakeholders and decision makers.

Responsibilities

• Identify and qualify new business and develop customer relationships.
• Manage financial and sustainability-driven solution sales.
• Collaborate with cross-functional teams to develop customer solutions.

Skills

Communication skills

Sales experience

Stakeholder engagement

Financial deal structuring

Technical knowledge

Education

Bachelor of Science degree

Job description

At Trane Technologies TM 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:

Be a part of our mission! As a world leader in creating comfortable, sustainable, and efficient environments, it’s our responsibility to put the planet first. For us at Trane Technologies, 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.

As a Comprehensive Account Executive for the business with Trane, you will be the primary driver for our financially and sustainability driven solution-sales opportunities. You will be responsible for identifying and qualifying new business as well as developing strategic customer relationships with Regional and Multi-Site Healthcare customers seeking value and outcome-based 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 role is based remotely and the work will be performed across the Greater Northeast territory including NJ, NY, CT, RI, MA, VT, NH, and ME.

What you will do:

• Project Synthesis
• Develops & Manages Process for Discovering Client Business Needs and Aligns with Solutions
• Evaluates Projects and Aligns Process/Solutions
• Works Directly & Indirectly with Clients on Projects to Confirm Structured Finance Solution(s)
• Client Discovery & Qualification
• Works Directly / Client Executives to Develop Financial Pro Forma & Associated Business Case(s)
• 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.

Energy Services Project Strategy

• Understand Macro Market & Finance Trends & Informs Current Offerings/Projects
• Directly Monitors/Engages Clients to Establish Creative Financial Solutions that Enhance/Expand the Projects
• Proactively Engages with Regional Sales & Leadership Teams to Develop/Optimize Strategies on Priority Projects
• Stays Abreast of Current Finance Trends for Emerging Offerings & Applies to Current Projects
• Actively Maintains Market-oriented Relationships (external) to Support the Full Set of Offerings
• Establishes and Advances Trane's Thought Leadership Position in Focus Market(s)
• Works Directly with Clients to Establish Key Indicators to Align/Develop Tailored Offerings Identify and close large deals or sales opportunities. This role requires the salesperson to consistently achieve quota targets and build, maintain, and grow a multi-million-dollar pipeline.
• Provide knowledge and consultation to our customers on the financial drivers, legislation and requirements for energy and outcome-based driven sales

Regional Engagement

• Maintains Active Relationship(s) w/ Regional Energy Services Sales Leaders & CSAEs
• Supports the Growth of Pipeline & Project Size with Creative/Accretive Structured Finance Approaches
• Maintains a Visible & Active Sales/Project Funnel Utilizing Software Tools
• Work collaboratively with a cross-functional internal team of Project Development, Energy Engineering, and Project Management resources to develop system-related solutions for the customer’s challenges and opportunities, including financial and performance-based considerations.
• 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:

• A bachelor of science degree or 4-8 years of demonstrated executive selling experience is preferred
• 5+ years experience of executive sales experience, preferably within the Healthcare market with a track record of achieving and exceeding sales targets
• Must be accustomed to and have documented success in financial sales with long, complex, and multi-tiered sales cycles in both public and/or private sectors.
• Ability to engage multiple stakeholders, influencers, and key decision makers
• Has expertise in the financial, legal, and technical aspects of deal structuring with multiple buying influences within a client
• Outstanding communication skills – able to educate clients about Trane’s Design Build & Energy Services offerings, persuasively articulating costs, savings, investment opportunities, and long-term options for infrastructure renewal and decarbonization.
• 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. within 1 Year Required

Total Target Compensation Range - $111,000 to $260,000+ Total compensation for this role will include an industry-leading commission/incentive plan. Our prosperous commission plans grow over time with a successful employee's growing pipeline. Some sales professionals may eventually move to 100% commission.

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.

Benefits vary by region, business alignment, union involvement and employee status.

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.

This role has been designated as Safety Sensitive.