Strategic Sales Executive - Energy Services

trane technologies•New Brighton, MN

12d•$106,200 - $248,200

About The Position

The Strategic Sales Executive serves in the internal role of Comprehensive Solutions Account Executive within Trane Technologies’ Energy Services business. The role leads strategic selling efforts for financially and sustainability-driven solutions, identifies and qualifies new business, and develops strategic relationships with public- and private-sector customers seeking value- and outcome-based solutions. The executive builds and grows a multi-million-dollar sales pipeline and is expected to consistently achieve quota targets. The position develops customer business cases and financial pro formas, evaluates projects, and works with clients to shape structured-finance solutions. It also develops project strategies informed by market and finance trends, collaborates with regional sales leaders and cross-functional project teams, and provides customers with guidance on financial drivers, legislation, and requirements for energy- and outcome-based sales. The role prioritizes customer engagement and office collaboration when not interacting directly with customers. Travel to customer job sites is required. Site visits may involve outdoor work or mechanical and equipment rooms, with possible exposure to variable weather, moving mechanical parts, heights, and other location-dependent environmental conditions.

Requirements

At least 5 years of executive sales experience, preferably in the MUSH market (municipal, utility, healthcare, and education), with a record of achieving and exceeding sales targets.
Documented success in financial sales involving long, complex, multi-tiered sales cycles in public and/or private sectors.
Ability to engage multiple stakeholders, influencers, and key decision makers.
Expertise in the financial, legal, and technical aspects of deal structuring involving multiple client buying influences.
Outstanding communication skills and the ability to educate clients about Trane Design Build and Energy Services offerings, including costs, savings, investment opportunities, and long-term infrastructure renewal and decarbonization options.
Valid in-state driver’s license with no major or frequent traffic violations, including specified offenses or multiple smaller infractions or preventable collisions in the previous three years; required within one year.

Nice To Haves

Bachelor of Science degree.
Four to eight years of demonstrated executive selling experience.

Responsibilities

Develop and manage a process for discovering client business needs and aligning them with solutions.
Evaluate projects and align the process and solutions to client needs.
Work directly and indirectly with clients on projects to confirm structured-finance solutions.
Work with clients and client executives to develop financial pro formas and associated business cases.
Convert leads into opportunities by assigning the appropriate sales process, identifying project-team members, assigning responsibilities, and communicating next steps.
Understand macro-market and finance trends and apply them to current offerings and projects.
Engage clients to establish creative financial solutions that enhance or expand projects.
Work with regional sales and leadership teams to develop and optimize strategies for priority projects.
Stay informed about finance trends for emerging offerings and apply them to current projects.
Maintain market-oriented external relationships that support the full set of offerings.
Establish and advance Trane’s thought-leadership position in focus markets.
Work with clients to establish key indicators and develop tailored offerings.
Identify and close large deals and sales opportunities, achieve quota targets, and build, maintain, and grow a multi-million-dollar pipeline.
Advise customers on financial drivers, legislation, and requirements related to energy- and outcome-based sales.
Maintain active relationships with regional Energy Services sales leaders and Comprehensive Solutions Account Executives.
Support pipeline growth and project expansion using creative, accretive structured-finance approaches.
Maintain a visible and active sales and project funnel using software tools.
Collaborate with Project Development, Energy Engineering, and Project Management colleagues to develop system-related solutions, including financial and performance-based considerations.
Travel to customer job sites as required.