Comprehensive Solutions Account Executive

Trane Italia • South Bend, IN

28d • Hybrid

About The Position

As a Comprehensive Account Executive for Trane, you will be the primary driver for financially and sustainability-driven solution-sales opportunities. This role involves identifying and qualifying new business, as well as developing strategic customer relationships with public and private sector customers seeking value and outcome-based solutions. Trane Technologies is a world leader in creating comfortable, sustainable, and efficient climate solutions for buildings, homes, and transportation, with a strong commitment to putting the planet first. Sustainability is central to their business model. The position requires engaging with customers and collaborating with colleagues in the office when not directly interacting with clients.

Requirements

• 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 Required

Nice To Haves

• A bachelor of science degree or 4-8 years of demonstrated executive selling experience is preferred

Responsibilities

• 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)
• Client Discovery & Qualification
• 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.
• Travel to customer job sites is required, which may include outdoor work and/or work in mechanical/equipment rooms.

Benefits

• competitive compensation
• comprehensive benefits and programs
• benefits designed for you to Thrive at work and at home
• inclusive culture
• benefits to support you and your family
• limitless opportunities to grow
• flexibility to help you balance life’s demands

What This Job Offers

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