Service Account Manager - Memphis, TN

About the role

Join Trane’s best-in-class Commercial HVAC team as a Services Account Manager. 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 in a mission-driven organization that prioritizes sustainability.

Responsibilities

• 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.
• Act 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.
• Form trusting relationships with clients, allowing them to communicate their requirements and desires, then offer solutions that provide value and meet their needs.
• Seek out development opportunities and new knowledge about products, services, competitors, and technologies relevant to customers and the business.
• Navigate challenging situations and conversations with customers in a way that builds trust in the relationship.
• Adapt to market changes, like new competitors and changes in client needs, without compromising the quality of service provided.
• Seek out targets for new business leads and opportunities within current clients to grow accounts and increase value.
• Schedule sales calls, manage business activities, and allocate capacity to achieve short and long-term sales targets.
• Prioritize 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.
• Solve problems creatively, develop persuasive business cases, and validate business outcomes to create a win-win for customers and the organization.
• Troubleshoot product or service challenges, gather information, develop multiple possible solutions, and create a plan to implement them in a way that serves the client's need.
• Work with sales teams to understand customer requirements, promote the sale of company products, and provide sales support.

Requirements

• 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.
• Practical experience and relevant skills are prioritized; candidates without a degree are encouraged to apply.
• 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.
• Valid driver’s license in state with no major or frequent traffic violations (e.g., DUI, hit & run, license suspension, reckless/careless driving) or multiple smaller infractions/preventable collisions in the previous 3 years.

This role has been designated by the Company as Safety Sensitive.

Pay

Annual base salary range: $91,326.66 – $131,739.99. This is a salaried position with sales commission eligibility. Compensation may vary based on factors such as seniority, merit, geographic location, education, experience, travel requirements, and union designation.

Benefits

• Benefits kick in on day one for you and your family, including health insurance and holistic wellness programs with generous incentives.
• Family-building benefits, including fertility coverage and adoption/surrogacy assistance.
• 401K match up to 6%, plus an additional 2% core contribution (total up to 8% company contribution).
• Paid time off: 15 vacation days, 9 paid holidays, 3 floating holidays, sick leave, and additional options to support volunteer and parental leave.
• Educational and training opportunities through company programs, along with tuition assistance and student debt support.

Benefit offerings may vary depending on Collective Bargaining Agreements and local/state regulations.