Energy Services Strategic Sales - Central US

Trane Technologies plc; Columbus (OH); On-site; USD 98,000 - 230,000; Full time

Benefits offered by this job

Health insurance

401K match

Tuition assistance

Student debt support

Wellness programs

Job summary

Trane Technologies is seeking a Strategic Sales Executive to lead comprehensive solution sales for Energy Services. You will identify opportunities, qualify new business, and build strategic client relationships across public and private sectors.

The role focuses on value-based, outcome-driven solutions with a strong emphasis on financial and sustainability considerations, with travel to customer sites required.

Qualifications

• Experience in executive sales with long, complex cycles.
• Ability to engage multiple stakeholders and decision makers.
• Knowledge of financial, legal and technical deal structuring.

Responsibilities

• Project Synthesis and discovery of client business needs with solution alignment.
• Develops and manages processes for discovering client needs and aligns with solutions.
• Evaluate projects and align processes with solutions.
• Collaborate with clients to confirm structured finance solutions.
• Develop and manage financial pro forma and business cases.

Skills

Executive selling

Stakeholder engagement

Financial sales

Deal structuring

Education sales knowledge

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 (https://www.tranetechnologies.com/) , and through our businesses including Trane® (http://www.trane.com/index.html) and Thermo King (http://www.thermoking.com/na/en.html) , 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 (http://careers.tranetechnologies.com/global/en/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.

As a Strategic Sales Executive at Trane Technologies, you will serve in the internal role of Comprehensive Solutions Account Executive within our Energy Services business. In this position, you will lead strategic selling efforts focused on delivering financially and sustainability-driven solution sales opportunities.

You will be responsible for identifying and qualifying new business, while building and developing strategic relationships with public and private sector customers seeking value-based, outcome-driven solutions.

Location: Flexible within posted region; final territory, alignment, and reporting structure will be determined based on business needs. A list of commercial sales offices can be viewed here:

Sales Office Locator | Trane Commercial HVAC Near You (https://www.trane.com/commercial/north-america/us/en/contact-us/locate-sales-offices.html)

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. The role requires the salesperson to consistently achieve quota targets and build, maintain, and grow a multi-million dollar sales 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 ES 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 MUSH market(municipal, utility, healthcare and education vertical markets) 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

#ES25

Annual Base Salary Range or Hourly Base Pay Range:

$98,300.00 - $229,800.00

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.
• Paid time off includes up to 15 vacation days, paid holidays, sick leave, and additional options to support volunteer and parental leave.
• 401K match up, educational and training opportunities through company programs along with tuition assistance and student debt support.

Disclaimer: Benefit offerings may vary by site as well as Collective Bargaining Agreements and local/state regulations

Safety Sensitive Role:

Yes

The company designates certain roles as Safety Sensitive. Safety Sensitive roles may require that you pass additional drug screening.

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.