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Regional HVAC Controls Sales Leader

Company: Trane Technologies
Location: Brea
Posted on: November 11, 2021

Job Description:

At Trane Technologies® we Challenge Possible. Our brands – including Trane® and Thermo King®  - create access to cooling and comfort in buildings and homes, transport and protect food and perishables, connect customers to elevated performance with less environmental impact, dramatically reduce energy demands and carbon emissions, and innovate with a better world in mind. We boldly challenge what’s possible for a sustainable world.

Job Summary:

The integration of controls products, energy services, building automation, and cloud-based intelligent services (IS) is changing how buildings are managed for comfort, safety and efficiency. Our customers need a partner who is committed to providing the safest investment in building automation today - A partner who understands the convergence between technologies, building systems, and application knowledge. They expect products and services that are easy to use, simple to understand and improve the mission of the facilities they serve.

Reporting to the Regional Vice President & General Manager, Trane is hiring an HVAC Controls Sales Leader, who will be responsible for leading the Pacific Southwest Region’s (Arizona, California, Hawaii, Nevada, New Mexico and West Texas) sales and strategy for control products and building automation systems (BAS). This position will develop and implement solutions to expand the sales opportunity pipeline across the sales organization for these offerings.  Partnering with local area sales teams, the individual will lead sales initiatives that will optimize customers’ building operating comfort while reducing the energy intensity of the built environment. The Sales Leader will participate in the creation of our go to market and execution strategies, while leading the adoption of our client facing approach. Successful performance will result in sales growth that drives share gain and margin expansion.  This role will help ensure our long term growth and success by developing strategic partnerships with customers and other key external stakeholders.

Primary roles and responsibilities:

  • Leading a growing sales team to drive new customer acquisition and expansion of existing account penetration using the company’s sales excellence disciplines, strategic account management, and outcome-based selling processes.  Responsible for employee engagement, sales resource planning, talent development, talent acquisition, and talent retention.
  • Coach and mentro a growing team of Controls and IS Account pre and post sales support resources to drive customer satisfaction and operational excellence.
  • Develop and define strategies using lean principles for intelligent cloud-based services, building automation services, and control products. Partner with key stakeholders (marketing, sales, local and corporate leadership, etc.) to develop and execute growth strategies. Consistently evaluate new control products, BAS, and IS business opportunities. 
  • Maintains customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and sales team as needed.
  • Establish linkage of controls products and services to all other facets of our business, including Energy Services (turnkey and performance contracting) and equipment.
  • Lead monthly financial reviews and analyze team performance using necessary business/performance metrics.
  • Conduct monthly, quarterly, and annual forecasting.  Communicate with team members on financial performance to goals; provide precise feedback to reinforce successes and provide course correction as needed.

Responsibilities as a member of the regional leadership team:

  • Work in a matrix organization with Area General Managers and Sales Leaders to define go to market strategies which align to the region direction
  • Coach local sale leaders and account managers on client acquisition strategy and tactics
  • Utilize commercialization standard work from the Business Operating System to create go to market strategies.
  • Use lean tools and methods to synthesize and optimize post-sale fulfillment processes for improved customer experience.  
  • Act as regional liaison for North America controls and BAS. Work with corporate and national resources to implement commercialization plans for connected equipment, intelligent services, and energy services.

Desired Candidate profile:

  • Bachelor’s degree or equivalent from a college or technical school.  Master’s degree valued but not required. 
  • A track record (5 years or more preferred) of personal achievement and advancement by leading strategic selling activities in the controls and building automation industry.
  • Experience with the building owner, building operator, architect, contractor and consulting engineering community.
  • Passion for coaching, collaboration, and structured selling processes.
  • Strong data management and data analysis competency
  • Ability to innovate and create necessary partnerships to create solutions that serve the customer.
  • Location: Candidate has the ability to work from our network of offices across (Arizona, California, Hawaii, Nevada, New Mexico and West Texas)
  • Travel: The ability to travel across the region. Some overnight travel required (estimated at 25% Post-Covid)

We offer competitive compensation and comprehensive benefits and programs that help our employees thrive in both their professional and personal lives. We are proud of our winning culture which is inclusive and respectful at its core. We share passion for serving customers, caring for others, and boldly challenging what’s possible for a sustainable world.

We are committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.

Keywords: Trane Technologies, Fullerton , Regional HVAC Controls Sales Leader, Other , Brea, California

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