Regional Energy Services Sales Leader

About the role

Trane is hiring for an Energy Services (Complex Solutions) Sales Leader for the Florida Region. This role reports to the Florida Regional General Manager and functions as the regional business leader responsible for the development and acquisition of energy performance guaranteed and non‑guaranteed projects. The position leads the sale and development of financially viable projects through consultative, outcome‑based selling, achieving bookings, revenue, and profitability goals while helping customers reduce energy intensity and carbon footprint of their built environment.

Schedule

Monday through Thursday onsite with colleagues; Fridays offer a choice of work location to balance work requirements.

Responsibilities

• 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 the existing customer portfolio.
• Consistently call on high‑level and C‑suite relationships that produce results.
• Ascertain customer needs and current market opportunities.
• Assemble and coordinate acquisition teams as needed for customers and projects.
• Convert leads into opportunities by assigning the appropriate sales process, identifying required sales team members, making assignments, and communicating next steps.
• Develop strategic relationships with key decision makers in customer organizations.
• Familiarize with and consistently use Salesforce to track all leads, opportunities, and 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.
• Develop and promote the full breadth of Trane Energy Services offerings and solutions.
• Overall responsibility for 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.
• Achieve 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, and 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 corporate Energy Services organizations.
• Regional travel required 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 (including 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).

Safety Sensitive Role: Yes

Pay

Annual Base Salary Range: $134,500.00 – $266,805.00. Compensation Type: Salary. Incentive Eligible: Yes. Sales Commission Eligible: No.

Benefits

• Benefits effective Day One for you and your family, including health insurance and holistic wellness programs with generous incentives.
• Family building benefits: fertility coverage and adoption/surrogacy assistance.
• Paid time off: up to 15 vacation days, paid holidays, sick leave, and additional options to support volunteer and parental leave.
• 401(k) match, educational and training opportunities through company programs, tuition assistance, and student debt support.