Account Executive-Great Lakes

trane technologies•Kentwood, MI

1d•Remote

About The Position

Trane Technologies has an exciting new opportunity to join our organization as an Account Executive within our Life Science Solutions business! The Account Executive will own and execute territory planning and strategic relationship management within a territory inclusive of healthcare, pharma, biotech, academic/research, CDMO customers, and associated OEM services; in addition to driving value creation working closely with a broad network of internal stakeholders to evolve our customer experience and brand awareness through marketing and field activities. This role will be accountable to drive share gain and profitable revenue growth across the portfolio and be a strong collaborator with inside sales, strategic key account leaders and matrixed channel partner relationships. The Account Executive will add value by prospecting, building, and maintaining a strong pipeline of opportunity within the assigned territory to achieve the desired growth. Collaborates across commercial teams to develop strong relationships and improve sales efficiency. The role will also engage in strategic projects when needed. The successful candidate will be respected among high level decision makers in the life sciences industry as a “trusted advisor” and will have the ability to communicate a crisp vision of what Trane technologies brings to the Life Sciences space.

Requirements

Demonstrated ability to generate and qualify leads, facilitate customer solution development with business level insights to establish value and create demand, close new business and grow existing account relationships.
A minimum of 4 years of sales experience involving complex go to market multi-channel matrix, capital equipment and/or business development within the Life Sciences Biopharma, healthcare, or segments required.
Proven experience achieving high-level sales results in environment requiring ground up portfolio value creation, brand awareness, and channel relationship development with target customers leading to conversion of pipeline to bookings.
An entrepreneurial spirit and comfort with both working autonomously and collaborating cross-functionally to drive results
Must possess a valid driver’s license for a minimum of 12 months, 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.

Nice To Haves

Technical knowledge/expertise in cold storage, process equipment, or Biotech/Biopharma R&D process optimization a plus.

Responsibilities

Actively prospect new and existing direct customers within healthcare and biosciences segments, cultivate a winning relationship with channel partners within your territory, and identify key stakeholders within target customers for capital equipment budgetary planning and decision making to drive growth across the portfolio.
Maintain strong understanding of and be able to effectively communicate our solution offerings and value propositions to a diverse matrix of decision-makers including but not limited to scientific stakeholders, procurement, channel partners, supply chain, and capitol planning teams.
Assemble and coordinate project / program development teams, as needed, to solve customer problems and win business.
Partner with internal sales operations leadership to optimize and evolve the business development process to identify and cultivate repeatable segment solutions to drive successful new funnel opportunities for Trane Life Sciences.
Employ industry knowledge and business acumen to gain access to strategic decision makers at all levels; create and maintain trusted sustainable relationships across matrix of channel, strategic and direct customers.
Leverage sales methodology to lead and support account planning and reviews to ensure financial targets are achieved. Utilize CRM and reporting tools daily to provide visibility to new account leads, relationship expansion, and funnel health to internal stakeholders.
Strategically negotiate with focus on growth and margin achievement to balance portfolio positioning and drive value across the life science portfolio.
Research and participate in healthcare and biosciences trade shows, professional networks and events within your territory to prospect and cultivate new, strategic relationships to advance territory growth objectives
Regular travel required to optimize facetime with key customer stakeholders. Up to 50%