Service Account Manager

Trane Italia•Wilmington, MA

22d•Onsite

About The Position

As a Services Account Manager at Trane, you will join the best-in-class Commercial HVAC team, focusing on building efficiency and sustainability through service offerings. This role is an exciting opportunity to make a difference in the industry. Your primary responsibility is to deliver on the business strategy by developing long-term customer relationships with building owners and strengthening the existing customer base, with a focus on providing customers a total solution for the most energy-efficient buildings. You are expected to bring your passion for solving problems, creating customer value, and building relationships to make an 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 and in-State Driver License 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, required within 1 Year.

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, develop persuasive business cases, and validate business outcomes to create a win-win for customers and the organization, including 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).