Comprehensive Services Account Executive
At Trane TechnologiesTM and through our businesses including Trane® and Thermo King®, we create innovative climate solutions for buildings, homes, and transportation that challenge what’s possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.
What’s in it for you:
Be a part of our mission! As a world leader in creating comfortable, sustainable, and efficient environments, it’s our responsibility to put the planet first. For us at Trane Technologies, sustainability is not just how we do business—it is our business. Do you dare to look at the world's challenges and see impactful possibilities? Do you want to contribute to making a better future? If the answer is yes, we invite you to consider joining us in boldly challenging what’s possible for a sustainable world.
Trane Technologies is hiring a Comprehensive Solutions Account Manager (CSAE) to play a key role in the development of new sales opportunities and the growth of our Energy Services Comprehensive Solutions business in Canada. The successful individual truly understands today’s macro trends associated with the global climate change challenge, energy efficiency/decarbonization initiatives and is able to articulate comprehensive business solutions that will help our clients upgrade their aging building infrastructure resulting in facilities that are healthier, more energy efficient and better performing for the occupants they serve.
The CSAE will be responsible for developing new opportunities and introducing Trane’s business solutions to public and private sector target markets. This individual will have extensive knowledge of our offering, the markets, and specifically, the business drivers and issues facing these organizations in Canada.
Thrive at work and at home:
- Benefits kick in on DAY ONE for you and your family, including Extended Health Care (EHC) that includes fertility coverage, Company-funded Health Care Spending Account (HCSA), and holistic wellness programs – WE DARE TO CARE!
- Defined Contribution Pension Plan with a 2% Basic Company contribution and up to a 3% Company match on your contributions = up to a 5% Company contribution.
- Paid Time off, including volunteer time off to support your volunteer efforts in your community.
- Educational and training opportunities through company programs along with tuition assistance
- Learn more about our benefits here!
Where is the work: This role is based remotely and the work will be primarily performed in the Greater Toronto Area, but we are also open to candidates from the Calgary, AB and Edmonton, AB markets.
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. Develop multiple relationships with buying influences and critical decision makers in the customer’s organization, including facility managers, project managers, project engineers, purchasing, legal, and executive suite officers.
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 and Legislative 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. This role requires the salesperson to consistently achieve quota targets and build, maintain, and grow a multi-million-dollar 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 Energy Services Sales Leaders & CSAEs. Develop, maintain, and represent Trane in the marketplace with associations and legislative groups.
· 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 following vertical markets (K-12, Post Secondary Education, Healthcare, Municipal Government, Commercial and Industrial Manufacturing) 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
-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. -x
-Valid Driver’s License, 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
We are committed to helping you reach your professional, personal and financial goals. We offer competitive compensation that aligns with our business strategies and comprehensive benefits to help you live your healthiest. We are committed to building an inclusive and diverse culture that engages as well as values the different backgrounds and experiences of our employees, which, in turn spurs innovation, generates creative solutions and enhances our customer relations.
At Trane Technologies, we have a clear purpose: to boldly challenge what's possible for a sustainable world. As a global climate innovator, we work every day for the bright future we all envision. If you share our passion for inspiring, for bringing about bold shifts in how people, economies and societies operate, then you belong with us.
Equal Employment Opportunity:
We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.
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