Comprehensive Solutions Account Executive

CFO Trane U.S. -CFO • Arden Hills, MN

2d • Hybrid

About The Position

As a Comprehensive Account Executive for the business with Trane, you will be the primary driver for our financially and sustainability driven solution-sales opportunities. You will be responsible for identifying and qualifying new business as well as developing strategic customer relationships with public and private sector customers seeking value and outcome-based solutions.

Requirements

• A Bachelor of Science degree or 4-8 years of demonstrated executive selling experience is preferred.
• 5+ years' experience of executive sales experience, preferably within the MUSH market (municipal, utility, healthcare and education vertical markets) with a track record of achieving and exceeding sales targets.
• Must be accustomed to and have documented success in financial sales with long, complex, and multi-tiered sales cycles in both public and/or private sectors.
• Ability to engage multiple stakeholders, influencers, and key decision makers.
• Has expertise in the financial, legal, and technical aspects of deal structuring with multiple buying influences within a client.
• Outstanding communication skills – able to educate clients about Trane’s Design Build & Energy Services offerings, persuasively articulating costs, savings, investment opportunities, and long-term options for infrastructure renewal and decarbonization.
• DL NUMBER - Driver License, Valid and in State 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. within 1 Year

Nice To Haves

• Prioritize engaging with customers.
• When not directly interacting with customers; collaborate with colleagues in your office.

Responsibilities

• Identify and qualify new business opportunities.
• Develop strategic customer relationships with public and private sector customers.
• Develops & Manages Process for Discovering Client Business Needs and Aligns with Solutions.
• Evaluates Projects and Aligns Process/Solutions.
• Works Directly & Indirectly with Clients on Projects to Confirm Structured Finance Solution(s).
• Works Directly / Client Executives to Develop Financial Pro Forma & Associated Business Case(s).
• Convert leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
• Understand Macro Market & Finance Trends & Informs Current Offerings/Projects.
• Directly Monitors/Engages Clients to Establish Creative Financial Solutions that Enhance/Expand the Projects.
• Proactively Engages with Regional Sales & Leadership Teams to Develop/Optimize Strategies on Priority Projects.
• Stays Abreast of Current Finance Trends for Emerging Offerings & Applies to Current Projects.
• Actively Maintains Market-oriented Relationships (external) to Support the Full Set of Offerings.
• Establishes and Advances Trane's Thought Leadership Position in Focus Market(s).
• Works Directly with Clients to Establish Key Indicators to Align/Develop Tailored Offerings.
• Identify and close large deals or sales opportunities.
• Consistently achieve quota targets and build, maintain, and grow a multi-million-dollar pipeline.
• Provide knowledge and consultation to our customers on the financial drivers, legislation and requirements for energy and outcome-based driven sales.
• Maintains Active Relationship(s) w/ Regional Energy Services Sales Leaders & CSAEs.
• Supports the Growth of Pipeline & Project Size with Creative/Accretive Structured Finance Approaches.
• Maintains a Visible & Active Sales/Project Funnel Utilizing Software Tools.
• Work collaboratively with a cross-functional internal team of Project Development, Energy Engineering, and Project Management resources to develop system-related solutions for the customer’s challenges and opportunities, including financial and performance-based considerations.

Benefits

• Competitive compensation
• Comprehensive benefits and programs

What This Job Offers

• Job Type: Full-time
• Career Level: Senior