VP - Independent Distribution

Trane Technologies•Davidson, NC

5d•Hybrid

About The Position

The Vice President of Independent Distribution leads our North American Equipment and Supply business. This role owns channel sales, distributor relationships, and go-to-market strategy across our flagship independent channels, with accountability for market share growth, margin optimization, and the overall health of our distribution network. This role directly reports to our President of Residential HVAC. This key leader will create a comprehensive strategic roadmap to accelerate growth and business performance while refining and evolving the organization’s vision for the future. This position requires a minimum of 50% travel, including frequent travel to support independent distribution partners, customer engagement, field collaboration, and business meetings.

Requirements

15 + years of progressive sales leadership in commercial equipment, industrial manufacturing, or HVAC channels.
Bachelor’s degree
Working knowledge of two-step distribution models, channel economics, and distributor network structures.
Experience leading large-scale P&L environments, with demonstrated discipline in budget planning, margin expansion, and channel investment returns.
Proven record of cultivating trust with C-suite executives and channel partners, navigating complex dynamics to create mutual value.
Demonstrated capability to lead through ambiguity, foster high accountability, and maintain steady composure under fire.

Nice To Haves

MBA or advanced business degree strongly preferred.

Responsibilities

Lead the multi-year growth strategy for Independent Distribution across Trane, American Standard, RunTru, and Ameristar to maximize market penetration and drive long-term profitability.
Lead our two-step distribution model, align channel performance with long-term enterprise goals, and deepen key distributor relationships.
Partner with the Senior Leadership Team (SLT) to translate enterprise vision into actionable channel programs, strategic product introductions, and proactive responses to regulatory shifts.
Own annual budgeting, long-range planning (LRP), and risk/return analysis for major channel investments in partnership with Finance.
Drive sustainable growth and market share expansion by embedding modern two-step distribution practices and growth-oriented sales models.
Monitor and evaluate monthly bookings, revenue streams, and margin performance, delivering active, transparent business reviews to executive leadership.
Build and cultivate high-trust, executive-level relationships with independent distributor principals, establishing win-win partnerships and resolving complex distribution channel dynamics.
Collaborate closely with Legal on distributor agreements, contract negotiations, terms and conditions, and strategic channel conversions.
Partner across SIOP (Sales, Inventory, & Operations Planning) and Product Phase-Gate governance reviews to align supply chain, production capacity, and product performance with market demand.
Foster active collaboration with product management, engineering, and manufacturing teams to ensure fast, high-quality delivery of HVAC equipment and supply lines.
Ensure strict compliance with corporate policies, standard operating procedures, and trade integrity across all channel operations.
Build an uplifting team environment that reflects Trane Technologies’ Leadership Principles: We include and uplift one another and We make better happen.
Attract, mentor, and empower diverse, high-performing sales and operations leaders, establishing clear career progression pathways across the enterprise.
Model strong change management, creating clarity in ambiguous markets, driving constructive tension, and empowering delegates while maintaining uncompromised performance standards.