Regional Energy Services Sales Leader

Trane Technologies plc; Jacksonville (FL); On-site; USD 135,000 - 267,000; Full time

Benefits offered by this job

Health insurance

401K match

Paid time off

Tuition assistance

Student debt support

Job summary

Trane Technologies is seeking an Energy Services Leader for the Florida Region to drive the development and acquisition of energy performance guaranteed and non-guaranteed projects. You will lead the regional sales organization, achieving bookings, revenue, and profitability while helping customers reduce energy intensity and carbon footprint.

You will manage a sales team, develop growth plans for the Florida market, and use Salesforce to track leads, opportunities and projects.

Qualifications

• Bachelor's degree in engineering, engineering technology, business, or equivalent.
• Minimum five (5) years of sales leadership experience in the MUSH/Commercial ESCO market.
• Minimum five (5) years of related experience in large project contracts and financing (LOC, LTP, negotiating TCs).
• Minimum five (5) years of related experience in the sales and fulfilment of energy projects.
• Demonstrated knowledge of Energy and Energy Services marketplace with 8-10 years of sales experience.
• Must possess a valid driver’s license with clean record.

Responsibilities

• Create and execute the Florida sales/marketing growth plan and meet benchmarks.
• Develop new accounts and expand opportunities within existing portfolios.
• Collaborate with Sales Force to grow customer base.
• Maintain high-level relationships with C-suite executives.
• Coordinate acquisition teams for customer/projects.
• Sell and develop Trane Energy Services offerings across the region.
• Maintain Salesforce-based pipeline and forecast accuracy.

Skills

Sales leadership

Strategic planning

Customer relations

Sales forecasting

Team coaching

Energy services

Contract negotiation

Education

Bachelor's degree

Tools

Salesforce

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® and Thermo 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

Monday to Thursday, work onsite with your colleagues. Fridays, choose your work location, balancing what your work requires.

Job Summary

Trane is hiring for an Energy Services (Complex Solutions) Sales Leader for the Florida Region. This role will report to the Florida Regional General Manager. In this role, you will function as the regional business leader responsible for the development and acquisition of energy performance guaranteed and non-guaranteed projects. This role is responsible for leading the sale and development of financially viable projects for customers through consultative and outcome-based selling. It is responsible for achieving bookings, revenue, and profitability goals as well as helping our customers reduce the energy intensity and carbon footprint of their built environment.

Lead Your Sales Team

• Create a new sales/marketing strategy growth plan for the Florida market and consistently achieve benchmarks set forth in that plan. Reposition strategy to respond to industry change; stay abreast of external market conditions and internal requirements
• Network to identify new customers and develop specific action plans to grow identified accounts.
• Collaborate with existing sales force to develop opportunities within our existing customer portfolio.
• Consistently call on hi-level and C Suite relationships that produce results.
• Ascertain customer needs and current market opportunities. Assemble and coordinate acquisition team as needed for customer 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 strategic relationships with key decision makers in the customer organizations.
• Familiarize with and consistently use Salesforce to track all leads, opportunities, & projects, and maintain an updated sales pipeline on a routine basis.

Lead the project development and energy engineering team(s) to qualify and develop successful projects and drive overall resource efficiency.

• Responsible for developing and promoting the full breadth of Trane Energy Services offerings and solutions.
• Overall responsibility for the following functions within our Energy Services business stream: sales process excellence (sales pipeline, sales strategy, quota setting, pricing strategy, marketing strategy, maximizing customer share, customer retention), hiring and on-boarding of new associates, continued assessment of skills and administering necessary training, accurate sales forecasting and consistent use of Trane sales tools and systems.
• Responsible for achieving annual objectives regarding profit, volume, margins and sales pipeline.
• Drive success and continuous improvement through coaching and teaming with Area Leaders and Teams.
• Responsible for monthly and ongoing sales forecasting utilizing Salesforce to accurately predict future results. Understand the impact of planned actions on the achievement of financial goals.
• Manage ongoing performance by monitoring and coaching Account Managers’ effectiveness and efficiency in relation to project attainments, customer service, customer relationship development, and business profitability.
• Work closely with Area office sales leaders to set/manage/review Area energy services budgets, strategic plans, and operating plans.
• Ensure sales teams mitigate company risk through internal process compliance while maximizing customer value.
• Maintain customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and sales team as needed.
• Operate as the regional leadership representative and liaison to our corporate Energy Services organizations.
• Role will require regional travel to coach, develop, and deliver financial results – potentially up to 50%

Qualifications

• Bachelor's degree in engineering, engineering technology, business or equivalent from a four-year college or university preferred, or equivalent combination of education and experience.
• Minimum five (5) years of related experience in a sales leadership role, preferably within the MUSH/Commercial market ( municipal, utility, healthcare, education and commercial vertical markets ) with an ESCO (Energy Service Company ) firm.
• Minimum five (5) years of related experience in large project contracts and financing (LOC, LTP, negotiating T&Cs, performance energy bonding).
• Minimum five (5) years of related experience in the sales and fulfillment of energy projects preferred.
• Demonstrated knowledge of Energy and Energy Services marketplace, including 8-10 years of sales experience, with 3-5 years of owner-direct sales management experience.
• Demonstrated experience creating sales structures to enable business strategy.
• 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 in the previous 5 years; Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years.

#ES25

Annual Base Salary Range Or Hourly Base Pay Range

$134,500.00 - $266,805.00

Compensation Type

Salary

Incentive Eligible

Yes

Sales Commission Eligible

No

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.