Strategic Sales Executive
About the role
Join us in boldly challenging what's possible for a sustainable world. 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.
Responsibilities
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 with client executives to develop financial pro forma & associated business case(s).
Converts 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: Understands 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.
Establishes and advances Trane's thought leadership position in focus markets.
Works directly with clients to establish key indicators to align/tailored offerings.
Identifies and closes large deals or sales opportunities.
Provides 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) with 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.
Collaborates 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.
Requirements
- 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.
- Accustomed to and have documented success in financial sales with long, complex, and multi-tiered sales cycles in both public and/or private sectors.
- 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.
Qualifications
- 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.
Skills
- Financial sales experience 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.
- 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.
Benefits
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.
- 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
- Paid time off includes 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.
Pay
Annual Base Salary Range: $98,300.00 - $229,800.00
Schedule
Compensation Type: Salary
Incentive Eligible: No
Sales Commission Eligible: Yes