About This Role
This role involves developing long-term customer relationships with building owners and strengthening the existing customer base, focusing on providing total solutions for energy-efficient buildings. The Senior Services Account Manager will join Trane's Commercial HVAC team, making a difference in building efficiency and sustainability through service offerings.
Responsibilities
- Lead customer conversations with business-level insights to establish value and create demand
- Actively listen to identify concerns
- Act as a facilitator to help the customer buy, including developing project business cases, financial proformas, and validating business outcomes
- Gather and validate preliminary information, perform facility walkthroughs, construction plan reviews, or other requirements
- Manage complaints, resolve conflicts, and negotiate solutions to reconcile differences while maintaining positive relationships
- Form trusting relationships with clients and allow them to communicate their requirements and desires, then offer solutions that provide value and meet their needs
- Take a consultative and strategic approach to pursue new business and grow existing account relationships
- Proactively assess a situation and take action without direction from someone else in anticipation of future problems, needs, or opportunities
- Gather and analyze information and derive insights about the context in which a business operates to identify opportunities and threats
- Effectively target and identify opportunities
- Facilitate discovery
- Qualify opportunities early in the buying and selling process
- Develop specific goals and plans to prioritize, organize, and accomplish your work
- Identify complex problems and review related information to develop and evaluate options and implement solutions
- Work with sales teams to understand customer requirements, promote the sale of company products, and provide sales support
- Utilize a variety of sales tools such as Salesforce
- Comply with Trane's policies and processes
Requirements
- 5+ years of demonstrated experience or Bachelor’s Degree in Arts/Sciences (BA/BS)
- 5+ years of solution sales experience with a track record of achieving and exceeding sales targets
- Desire to understand the 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
