Service Account Manager

Trane Italia•Tampa, FL

22d•$72,600 - $168,300•Hybrid

About The Position

As a Services Account Manager, you will join Trane’s best-in-class Commercial HVAC team. This role offers an exciting opportunity to contribute to building efficiency and sustainability through Trane's Service offerings. Your primary responsibility will be to execute the business strategy by cultivating long-term customer relationships with building owners and strengthening the existing customer base. The focus is on providing customers with comprehensive solutions for highly energy-efficient buildings. You are expected to bring a passion for problem-solving, creating customer value, and building strong relationships to make a significant impact.

Requirements

4+ years of demonstrated experience or a bachelor’s degree.
3+ years of solution sales experience with a track record of achieving and exceeding sales targets.
A desire to understand our business and passion to connect current and potential customers with service offerings designed to create efficient and sustainable buildings.
Ability to engage multiple stakeholders, influencers, and key decision makers.
Demonstrated ability to generate and qualify leads, facilitate customer conversations with business level insights to establish value and create demand, close new business, and grow existing account relationships.
Strong financial and business acumen and self-starter mindset.
Available for local travel.
Valid Driver License 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.
This role has been designated by the Company as Safety Sensitive.

Responsibilities

Effectively target and identify opportunities.
Facilitate discovery and qualify opportunities early in the buying and selling process.
Take a consultative selling approach to pursue new business and grow existing account relationships by focusing on long-term relationships and addressing client needs.
Acts as a facilitator to help the customer buy, including developing the business case, financial proforma, and validating business outcomes.
Gather and validate preliminary data, perform facility walkthroughs, construction plans, or other requirements.
Form trusting relationships with clients and allowing them to communicate their requirements and desires then offering solutions that provide value and meet their needs and seeks out development opportunities and new knowledge about products, services, competitors, and technologies relevant to customers and the business (Consultative Selling).
Navigate challenging situations and conversations with customers in a way that builds trust in the relationship and adapting to market changes, like new competitors and changes in client needs, without compromising the quality of service provided (Conflict Management).
Seek out targets for new business leads and opportunities within current clients to grow accounts and increase value (Initiative).
Schedule sales calls, manage business activities and capacity to achieve short and long-term sales targets (Planning).
Prioritize workload and resources, such as allocating resources to customers based on their point in the sales cycle and manage client timelines to proactively sell, renew, and/or expand service agreements at appropriate times for the customer and the internal team (Prioritization).
Solve problems creatively, developing persuasive business cases, and validating business outcomes to create a win-win for customers and the organization. To include, troubleshooting a product or service challenge, gathering information, developing multiple possible solutions, and creating a plan to implement them in a way that serves the client's need (Problem Solving).
Work with sales teams to understand customer requirements, promoting the sale of company products, and providing sales support (Team Selling).