Account Manager - Direct Rental Sales (DRS)
About The Position
Trane Technologies is seeking an energetic, results-driven Account Manager for Direct Rental Sales (DRS) to lead business development and account management across Southern New England, including Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut. The role is based at the East Providence, Rhode Island office and is hybrid/field-based with territory travel. The Account Manager serves as a regional expert in 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. The position drives rental sales growth by working directly with commercial building owners, facility managers, healthcare and biotech campuses, higher education institutions, industrial plants, and mechanical contractors. It also collaborates with local Trane Service and Equipment Sales teams to identify rental opportunities among new and existing customers, create contingency plans, and integrate rental solutions into broader building lifecycle and emergency recovery strategies. The role may oversee rental project delivery and coordinate with depot operations, service technicians, administrative staff, and project managers.
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, with 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% within the territory.
Responsibilities
- Identify, prospect, and secure new rental opportunities across the Southern New England territory.
- Co-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 robust sales pipeline in Salesforce and other CRM systems in accordance with Trane standard work processes.
- Meet or 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 emergency or planned shutdown requirements.
- Prepare competitive scopes of work and equipment lease agreements in coordination with depot and logistics teams.
- When required, oversee rental project execution, coordinating equipment delivery, installation, commissioning, teardown, and return with depot operations and service technicians.
- Partner with Rental Administrative and Project Managers on accurate billing, invoice resolution, and timely job closeouts in accordance with local financial and accounting standards.
- Build relationships with local 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 educational lunch-and-learn presentations and technical training on temporary climate control and contingency planning to external 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
