Strategic Sales Executive

Trane Technologies; Chesapeake, Northern (VA, KY); Hybrid; USD 98,000 - 230,000; Full time

Benefits offered by this job

Health insurance

401K matching

Paid time off

Education stipend

Job summary

Trane Technologies在弗吉尼亚州 Chesapeake 卖力于能源服务领域的综合解决方案客户经理职位，负责领导以价值为导向的战略销售，发掘并发展公私部门的高价值机会。该岗位要求对大型复杂销售周期有成功经验，具备出色的跨团队沟通与金融/结构化解决方案知识。

你将与区域销售与领导团队紧密协作，开发定制化金融解决方案，管理客户关系并推动多阶段销售流程直至成交。岗位包含出差，薪酬区间约 98,300–229,800 美元/年，福利完善，支持职业成长与培训。

Qualifications

• 需要具备本科学位或具备4–8年的高层销售经验
• 具备5年以上高管销售经验，优先考虑在市政、公共事业、医疗和教育垂直行业
• 熟悉金融销售，有长周期、复杂销售过程的成功经验
• 能与多方利益相关者、影响者及关键决策者进行沟通
• 具备就交易结构中的金融、法律及技术要点的专业知识
• 具备驾照，且在最近3年内无重大违规记录，州内在驾
• 需要出差与现场拜访客户，具备较强的现场协调能力

Responsibilities

• 开展战略销售工作，聚焦于以价值为导向、基于结果的解决方案销售机会
• 识别并开发新业务，建立并发展与公私部门客户的战略关系
• 与客户共同制定并验证财务/商业案例，推动机会转化为项目
• 与区域及内部团队合作，制定并优化重点项目的战略与资源配置
• 在客户现场进行需求发现、资格评估以及方案对接，推动成交并达成配套团队协作
• 持续维护并扩大销售渠道与管线，确保达到配额目标并发展数百万美元规模的销售管线
• 了解宏观市场与金融趋势，并将其应用于现有/新项目的解决方案中
• 确保跨职能协作，提供系统性解决方案及财务与绩效考量，帮助客户实现脱碳与基础设施更新

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。

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.

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

年度基本薪资范围或小时基本工资范围

$98,300.00 - $229,800.00

薪酬类型

薪资

符合激励资格

No

符合销售佣金资格

Yes

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。此外，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。