Digital Commercialization Leader

Trane Italia•Davidson, NC

29d•Remote

About The Position

As the Digital Commercialization Leader, you will develop and execute strategies to drive the adoption of Trane Technologies’ Digital offerings across the Americas region. This role reports to the Vice President of Digital CHVAC Americas. You will partner and collaborate with the Digital and Control PGT (Product Growth Team) and key regional leaders to drive effective sales and fulfillment of Digital offerings through a combination of sales strategies, coaching, training, sales enablement, standard work, best practices, demonstrations, customer events, sales support, reviews, and other activities. The goal is to partner with regional sales offices to fulfill the vision of selling Digital offerings on every project.

Requirements

10+ years of experience in Product Management / Sales / Commercial Excellence leadership, preferably in software (SaaS)
Proven track record of driving adoption of Digital offerings, leading to substantial revenue growth
Proven track record of leading and / or collaborating with sales teams to achieve sales targets
Strong leadership and team development skills
Exceptional communication, negotiation and collaboration skills

Nice To Haves

Understanding of building management, HVAC or energy management solutions preferred

Responsibilities

Drive the development and execution of the strategy of “leading with Trane Digital offerings”.
Collaborate with sales teams to position and sell Trane Digital offerings on every customer’s project and engage directly with customers when needed.
Collaborate with sales teams to develop sales strategies and bottom-up plans to achieve Digital sales targets.
Develop a deep understanding of Digital offerings and communicate their value.
Coach sales teams to use a consultative, outcome-based selling approach to meet customer needs.
Design and deliver comprehensive training programs for both sales and operational professionals, ensuring they are well-versed in our Digital offerings and sales strategies.
Develop and maintain sales enablement tools and content.
Implement and manage Digital sales and operational processes to streamline workflows and enhance efficiency.
Drive and share best practices for how to sell and fulfill Digital offerings.
Develop and maintain standard demonstrations that showcase the value and capabilities of Digital offerings to customers.
Collaborate with regional teams to plan and execute customer events, trade shows, and other promotional activities.
Assist in technical sales calls, providing expertise and guidance to clients to help them understand and leverage our Digital offerings.
Review and provide input on specifications and proposals to ensure they meet customer needs and align with our product offerings.
Support marketing initiatives by participating in webinars, speaking engagements, and other promotional activities to showcase our expertise and thought leadership.
Gather feedback and insight on our Digital offerings and collaborate with Product Management to drive product strategy and roadmap.