Account Manager - Direct Rental Sales (DRS)
About The Position
Trane Technologies is seeking an energetic, results-driven Account Manager for Direct Rental Sales across Southern New England, including Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut. The position is based from East Providence, Rhode Island, and is hybrid/field-based, with frequent travel throughout the territory. The Account Manager develops business and manages customer accounts for temporary, emergency, and planned rental climate solutions, including chillers, air-handling units, packaged rooftop units, cooling towers, spot coolers, dehumidifiers, power generation, and general HVAC. Customers include commercial building owners, facility managers, healthcare and biotech campuses, higher education institutions, industrial plants, and mechanical contractors. The role works closely with Trane Service and Equipment Sales teams to identify opportunities and develop customer contingency plans. It combines business development, account management, technical site assessment and solution sizing, proposal and lease development, and coordination of rental project delivery. The position also builds internal and external relationships, delivers educational presentations and technical training, and supports project billing and closeout.
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, as well as 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 partners.
- Valid driver’s license with an acceptable driving record.
- Ability to travel frequently throughout Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut; the posting specifies 50–70% field travel within the territory.
- Ability to prospect, negotiate agreements, solve technical problems under tight deadlines, and collaborate across multidisciplinary sales and operational teams.
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, identifying critical customer sites and establishing rental contingency plans.
- Expand market share by establishing rental contingency plans with existing Trane service and equipment customers.
- Maintain a sales pipeline in CRM systems, including Salesforce, and follow Trane standard work processes.
- Meet and exceed annual revenue targets, gross margin goals, and growth metrics.
- Conduct site surveys to assess 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 needs.
- Develop scopes of work and equipment lease agreements in coordination with depot and logistics teams.
- As required, coordinate rental project delivery, installation, commissioning, teardown, and equipment return with depot operations and service technicians.
- Work with Rental Administrative and Project Managers on billing, invoice resolution, and timely job closeouts 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 building lifecycle strategies and emergency recovery plans.
- Develop long-term relationships with regional mechanical contractors, engineering firms, and emergency management personnel.
- Deliver lunch-and-learn presentations and technical training on temporary climate control and contingency planning to customers and internal Trane sales offices.
Benefits
- Health insurance and holistic wellness programs with incentives, available from day one for the employee and family.
- Fertility coverage and adoption/surrogacy assistance.
- Up to 15 vacation days, paid holidays, sick leave, and additional options supporting volunteer and parental leave.
- 401(k) match.
- Educational and training opportunities through company programs, tuition assistance, and student debt support.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
