Strategic Sales Executive

Trane Italia•Chesapeake, VA

3d•$98,300 - $229,800•Hybrid

About The Position

As a Strategic Sales Executive at Trane Technologies, you will serve in the internal role of Comprehensive Solutions Account Executive within our Energy Services business. In this position, you will lead strategic selling efforts focused on delivering financially and sustainability-driven solution sales opportunities. You will be responsible for identifying and qualifying new business, while building and developing strategic relationships with public and private sector customers seeking value-based, outcome-driven solutions. Travel to customer job sites is required, which may include outdoor work and/or work in mechanical/equipment rooms. During the site visits, the employee may be exposed to variable weather conditions; moving mechanical parts; heights, and other variable environmental conditions based on location.

Requirements

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

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)
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.
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.
The role requires the salesperson to consistently achieve quota targets and build, maintain, and grow a multi-million dollar sales 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 ES 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.

Benefits

health insurance
holistic wellness programs that include generous incentives
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.
15 vacation days
9 paid holidays
3 floating holidays
sick leave
additional options to support volunteer and parental leave.
Educational and training opportunities through company programs
tuition assistance
student debt support.