Account Manager

TKC Thermo King•York, PA

4d•Hybrid

About The Position

Join our team as an Account Manager! As an Account Manager at Klinge Corporation, part of the Trane Technologies brand portfolio and world’s leading manufacturer of specialized refrigerated transport containers, you will help drive business growth while supporting efficient and sustainable solutions. You will build and manage long-term customer relationships across North and South America and oversee sales of new units and leasing activities for a wide range of transport refrigeration and freezer container solutions. As a primary point of contact for customers, you will use sound judgment and strong problem-solving skills to identify needs, recommend solutions, and support both standard and customized applications. You will also collaborate with Engineering, Marketing, and other internal teams on product modifications, pricing, project scope, marketing materials, market analysis, and leasing initiatives. Regular travel and customer visits will be an important part of the role as you work to secure new business, strengthen existing relationships, and support growth and profitability objectives.

Requirements

Bachelor’s degree and 4+ years of demonstrated experience
3+ years of solution sales experience with a track record of achieving and exceeding sales targets.
A 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 domestic and international travel.

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.
Acts 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.
Consultative Selling: Forming trusting relationships with clients and allowing them to communicate their requirements and desires then offering solutions that provide value and meet their needs and seeks out development opportunities and new knowledge about products, services, competitors, and technologies relevant to customers and the business.
Conflict Management: Navigating challenging situations and conversations with customers in a way that builds trust in the relationship and adapting to market changes, like new competitors and changes in client needs, without compromising the quality of service provided.
Initiative: Seeking out targets for new business leads and opportunities within current clients to grow accounts and increase value.
Planning: Scheduling sales calls, managing business activities and capacity to achieve short and long-term sales targets.
Prioritization: Prioritizing 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 at appropriate times for the customer and the internal team.
Problem Solving: Solving problems creatively, developing persuasive business cases, and validating business outcomes to create a win-win for customers and the organization. To include, troubleshooting a product or service challenge, gathering information, developing multiple possible solutions, and creating a plan to implement them in a way that serves the client's need.
Team Selling: Working with sales teams to understand customer requirements, promoting the sale of company products, and providing sales support.