Inside Sales and Channel Leader

Trane Technologies • Noblesville, IN

2d • Remote

About The Position

The Inside Sales and Channel Leader for Trane Technologies Life Science Solutions is a highly strategic and results-driven role responsible for the development, leadership, and execution of a comprehensive sales strategy for both Inside Sales Representatives (ISRs) and Channel Account Managers. This leadership role drives substantial sales growth across the healthcare, bioscience, and service verticals, optimizing both direct and indirect sales channels. As a key member of the sales leadership team, this individual is accountable for the strategy, KPIs, and pull-through for sub-IDN direct accounts and distributor relationships, as well as overseeing national accounts and shaping the government strategy. This leader is a pivotal driver of the overall business success, collaborating closely with cross-functional teams to ensure alignment with organizational objectives and ensuring that both ISRs and Channel Account Managers are empowered to execute with excellence. Through effective leadership, this role fosters a culture of continuous improvement, innovation, and performance excellence, positioning the team to consistently exceed revenue and growth targets.

Requirements

• 3+ years of sales leadership and/or management experience, preferably in the inside sales or business development arenas.
• Minimum 5 years of experience in sales environment (clinical diagnostic and life science experience preferred).
• BS degree in related field required.
• Proficient in Microsoft Office Suite.
• Experience with CRM required.

Nice To Haves

• Medical equipment and/or capital sales experience, preferred.

Responsibilities

• Lead, mentor, and drive performance for both ISRs and Channel Account Managers, ensuring they consistently exceed sales targets and contribute to the overarching business goals.
• Provide strategic coaching, feedback, and professional development, cultivating a high-performance culture focused on accountability, collaboration, and continuous improvement.
• Develop and implement clear, measurable sales objectives and action plans, empowering ISRs and Channel Account Managers to reach individual and team goals that directly contribute to company revenue.
• Establish and monitor key performance indicators (KPIs) for each team member, ensuring consistent progress toward achieving aggressive sales targets. Regularly review performance and take corrective actions as needed to exceed forecasted sales growth.
• Foster an inclusive and high-energy environment that encourages ongoing learning, development, and results-driven performance.
• Formulate and execute robust sales strategies tailored to the healthcare, bioscience, and service verticals, ensuring alignment with the broader objectives of Trane Technologies Life Science Solutions.
• Work closely with ISRs and Channel Account Managers to identify and capitalize on high-potential opportunities, driving growth across direct, distributor, and national/government accounts.
• Lead cross-functional teams to develop and implement strategies for maximizing account penetration, leveraging both existing customer bases and new business opportunities.
• Drive the team through all phases of the sales cycle, from lead generation and prospecting to closing, providing tools, resources, and support to ensure the team’s success at each stage.
• Collaborate with other sales leaders to integrate sales strategies, ensuring comprehensive execution across all channels and territories.
• Spearhead relationships with key distributors, national accounts, and government entities, ensuring that channel strategy is aligned with business objectives and market needs, and driving measurable growth in each segment.
• Oversee the management of strategic accounts, ensuring alignment with corporate goals and delivering strong sales results across multiple regions and customer bases.
• Identify and target the most significant growth opportunities, both within existing accounts and by developing new business avenues through effective sales tactics and relationship-building.
• Ensure the strategic management and optimization of account and channel performance, regularly reviewing metrics, and making data-driven decisions to improve sales effectiveness.
• Collaborate seamlessly with internal departments such as marketing, finance, product development, and operations to drive alignment on sales strategies and ensure a cohesive approach to market demands.
• Build and maintain strong partnerships with key stakeholders across the organization to address customer challenges, refine solutions, and optimize the sales process, ultimately driving improved business outcomes.
• Actively contribute to broader organizational initiatives and thought leadership, ensuring sales efforts align with long-term strategic objectives and providing feedback for product and service improvements.

Benefits

• Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!
• Family building benefits include fertility coverage and adoption/surrogacy assistance.
• 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
• Paid time off, including in support of volunteer and parental leave needs.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees