Service Account Manager

Trane Technologies; New Jersey; On-site; USD 84,000 - 195,000; Full time

Benefits offered by this job

Health insurance

401K matching 与公司匹配

带薪休假和福利

Job summary

Trane Technologies 在新泽西州提供面向商业HVAC服务的机会，作为Services Account Manager，您将通过发展长期客户关系并加强现有客户群来推动业务战略，重点提供建筑能效与可持续解决方案。您将把对问题解决、为客户创造价值和建立关系的热情带入工作，推动服务产品的总解决方案交付。

岗位要求具备4年以上工作经验或本科学历，3年以上解决方案销售经验及稳定的销售业绩。能与多方关键决策者沟通，具备财务洞察力，允许本地出差，是进入该岗位的关键条件，同时具备驾驶执照和无重大违规记录。公司提供有竞争力的薪酬与福利，欢迎具备主动性和学习能力的候选人申请。

Qualifications

• 具备4年以上相关工作经验，或拥有本科学历
• 3年以上解决方案销售经验，具备达成并超越销售目标的记录
• 鼓励无本科对学历的申请者，重视实操经验与领导力
• 具备理解业务并将客户与服务产品对接的热情与能力
• 能与多方决策者沟通并推动机会
• 具备生成和筛选潜在客户并与客户进行高层次对话的能力
• 具备较强的财务与商业头脑，具备自我驱动
• 可接受本地出差
• 具备驾照且在所在州无重大违规记录（如酒驾等）

Responsibilities

• 以咨询式销售方式拓展新业务并维护现有账户关系，聚焦长期关系与客户需求
• 识别机会、进行早期发现并对销售过程进行资格判定
• 支持客户购买，包括制定商业案例和初步数据验证、现场考察与需求整理
• 与客户建立信任关系，了解并满足对产品、服务、竞争对手的需求与发展机会
• 在客户关系中处理复杂情景，适应市场变化，保持服务质量
• 主动寻求新业务线索并在现有客户中扩展账户价值
• 计划销售拜访、管理业务活动以实现短期与长期销售目标
• 分配资源、设定优先级并在合适时机促成服务协议续签和扩展
• 通过问题解决和多方案评估，为客户与公司创造共赢
• 与销售团队协同，理解并满足客户要求，推动产品销售与服务支持

Skills

Solution sales

Stakeholder management

Lead generation

Consultative selling

Financial acumen

Travel flexibility

Driver license

Education

Bachelor's degree

Job description

加入我们的使命！作为全球领先的建筑、住宅及交通领域舒适、可持续、高效气候解决方案的提供者，我们有责任将地球放在首位。对于我们来说特灵科技，以及通过我们的各项业务，包括特灵注册商标和Thermo King可持续发展不仅仅是我们的经营方式——它就是我们的事业。您是否敢于直面全球性挑战，发现具有深远影响的可能性？您是否希望为创造更美好的未来贡献力量？如果您的答案是肯定的，我们诚邀您加入我们，共同大胆挑战可持续世界的无限可能。

了解我们的福利为助您在工作与生活中蓬勃发展而设计。

我们勇敢前行。

工作地点：

优先与客户进行互动。在未直接与客户交流时，请与办公室同事协作。

What's in it for you:

As a Services 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 Service offerings. In this role, you are primarily responsible for delivering on our business strategy by developing long-term customer relationships with building owners and strengthening our existing customer base with a focus on providing customers a total solution for the most energy efficient buildings. You will bring your passion for solving problems, creating customer value, and building relationships to make an impact.

What you will do:

• Effectively target and identify opportunities. Facilitate discovery and qualify opportunities early in the buying and selling process.
• Take a consultative selling approach to pursue new business and grow existing account relationships by focusing on long-term relationships and addressing client needs.
• Acts as a facilitator to help the customer buy, including developing the business case, financial proforma, and validating business outcomes. Gather and validate preliminary data, perform facility walkthroughs, construction plans, or other requirements.
• 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 and seeks 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's degree.
• 3+ years of solution sales experience with a track record of achieving and exceeding sales targets.
• Candidates without a 4-year degree are encouraged to apply; we prioritize practical experience, relevant skills, and alignment with our leadership principles.
• A desire to understand our business and passion to connect current and potential customers with service offerings designed to create efficient and sustainable buildings.
• Ability to engage multiple stakeholders, influencers, and key decision makers.
• Demonstrated ability to generate and qualify leads, facilitate customer conversations with business level insights to establish value and create demand, close new business, and grow existing account relationships.
• Strong financial and business acumen and self-starter mindset.
• Available for local travel.
• 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.

年度基本薪资范围或小时基本工资范围

$84,200.00 - $195,200.00

薪酬类型

薪资

符合激励资格

No

符合销售佣金资格

No

免责声明我们致力于为该职位提供具有竞争力的薪酬，并根据多种因素进行定制。实际薪酬将取决于资历、绩效、地理位置、学历、经验、出差要求以及工会归属等因素。我们的薪酬范围通常以该国家的全国平均水平为基础，以及福利待遇可能会因地区、业务归属、工会参与以及员工身份的不同而有所差异。

在工作和生活中茁壮成长：

• 从第一天起，您和您的家人即可享受福利，包括健康保险和涵盖丰厚奖励的整体健康计划——我们敢于关怀!
• 家庭建设福利包括生育保障以及收养/代孕援助。
• 401K公司匹配高达6%，再加上额外2%的基础贡献 = 公司总贡献最高可达8%。
• 带薪休假包括15天年假、9天带薪节假日、3天浮动假期、病假，以及支持志愿服务和产假/陪产假的其他选项。
• 通过公司项目提供的教育和培训机会，包括学费资助和学生贷款支持。

免责声明：福利提供可能因集体谈判协议及地方/州法规而有所不同

安全敏感岗位

Yes

公司将某些岗位指定为安全敏感岗位。安全敏感岗位可能要求您通过额外的药物筛查。此岗位为安全敏感岗位：

我们提供具有竞争力的薪酬以及全面的福利和项目。我们是一个机会均等的雇主，所有符合条件的申请者均会被公平考虑录用，无论其种族、肤色、宗教、性别、性取向、性别认同、国籍、孕期、年龄、婚姻状况、残疾、受保护退伍军人身份或任何受法律保护的身份。