Account Manager - Direct Rental Sales (DRS)

Trane Technologies•Wilmington, MA

7d•Hybrid

About The Position

Trane Technologies is seeking an energetic, results-driven Account Manager – Direct Rental Sales to lead business development and account management across Southern New England, including Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut. The role focuses on temporary, emergency, and planned rental climate solutions, such as chillers, air-handling units, packaged rooftop units, cooling towers, spot coolers, dehumidifiers, power generation, and general HVAC. The Account Manager will work with commercial building owners, facility managers, healthcare and biotech campuses, higher education institutions, industrial plants, and mechanical contractors, while partnering with Trane Service and Equipment Sales teams to identify and secure rental opportunities. The primary office is in East Providence, Rhode Island. The role is hybrid and field-based, with frequent travel throughout the territory—approximately 50–70% field travel. When not directly engaging with customers, the employee is expected to collaborate with colleagues in the office. The position reports to the Regional LCU / VRF / Rental Sales Leader – Greater Northeast. The position offers an annual base salary range of $156,623.33–$266,600.00 and is eligible for sales commission. The company describes benefits available from day one for the employee and family, including health insurance, wellness programs, family-building benefits, paid time off, retirement matching, and education and training support. Benefit offerings may vary by site, region, business alignment, union involvement, employee status, and applicable agreements or regulations.

Requirements

Bachelor’s degree in Engineering, Construction Management, Business Administration, or an equivalent combination of education and field experience.
3–5+ years of consultative sales or account management experience in commercial HVAC, equipment rental, industrial sales, or mechanical contracting.
Working knowledge of commercial HVAC systems, including chilled water systems, DX/packaged units, air handlers, and cooling towers.
Working knowledge of temporary piping, ducting, and power distribution.
Excellent interpersonal, verbal, and written communication skills, including the ability to influence C-suite decision-makers, facility engineers, mechanical contractors, and internal cross-functional partners.
Valid driver’s license with an acceptable driving record.
Ability to travel frequently throughout Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut, approximately 50–70% field travel within the territory.

Responsibilities

Identify, prospect, and secure new rental opportunities across the Southern New England territory.
Develop and execute account strategies with Trane Service and Equipment Sales engineers to identify critical customer sites and establish comprehensive rental contingency plans.
Expand market share by establishing rental contingency plans with existing Trane service and equipment customers.
Maintain a sales pipeline in Salesforce and other CRM systems in accordance with Trane standard work processes.
Achieve and exceed annual revenue targets, gross margin goals, and growth metrics.
Conduct site surveys to evaluate customer HVAC infrastructure, electrical availability, piping access, and environmental constraints.
Size and engineer temporary turnkey HVAC and power-generation packages for customer emergency or planned shutdown requirements.
Develop competitive scopes of work and equipment lease agreements in coordination with depot and logistics teams.
When required, oversee rental project delivery, installation, commissioning, teardown, and equipment return in coordination with depot operations and service technicians.
Partner with Rental Administrative and Project Managers on billing accuracy, invoice resolution, and timely project closeout in alignment with local financial and accounting standards.
Build relationships with Trane Commercial Systems, Controls, and Service teams to cross-sell rental solutions as part of broader building lifecycle strategies and emergency recovery plans.
Build long-term relationships with regional mechanical contractors, engineering firms, and emergency management personnel.
Deliver lunch-and-learn presentations and technical training about temporary climate control and contingency planning to external customers and internal Trane sales offices.