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2402869 Requisition #
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At Trane TechnologiesTM  and through our businesses including Trane® and Thermo King®, we create innovative climate solutions for buildings, homes, and transportation that challenge what’s possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.

Job Summary

This role will partner on the creation and execution of strategic objectives for Energy Services Sales in assigned Commercial HVAC regions to drive energy services, performance contracting, and turnkey sales growth. It will lead and direct the development, implementation and coordination of sales processes across the regions. It is responsible for achieving bookings, revenue, and profitability goals as well as developing strategies for developing and attracting world class sales and sales leadership talent. This position will be designated as Remote within a Geography – you can be located within any of the Western Commercial HVAC Regions, and travel throughout your assigned regions.

As the Western Energy Services Sales Leader, you will focus on:


•    Strategy, Mission, Vision:
    o    Provide direction and leadership across assigned regional sales teams to deliver world class sales and solutions to customers.
    o    Partner with Energy Services Sales Director to ensure alignment of strategy with overall business unit and company strategy. 
    o    Anticipate industry changes and positions, reposition strategy to respond to change; stay abreast of external market conditions and internal requirements
•    Business & Operations:
    o    Create and deliver a growth strategy in partnership with the regional vice presidents that increases our overall market share and provides innovative customer solutions for assigned territory. Work includes coaching Area General Managers, Regional ES Sales Leaders and Account Managers as needed.  
    o    Drive and lead Sales Excellence (SMX/SPX) by holding and modeling strong 1:1’s, pipeline management, competitive analysis, market planning, SORs, and coaching.  
    o    Drive continuous improvement and innovation initiatives across Regions in collaboration with Operational Excellence and Energy Services Sales Leadership team.
    o    Leverage marketing, finance, treasury, and Centers of Excellence teams to create effective programs and differentiated offerings.
    o    Increase customer satisfaction by ensuring the resolution of concerns, implementing corrective action, and communicating with customers and appropriate regional leaders. 
    o    Develop sales office maturity map to provide goals and milestones for what a highly successful office looks like, including strategic workforce planning, influencing the direction of org designs, leading key hires, and on-going workforce development.
•    Financial:
    o    Responsible for Comprehensive Solutions and Turnkey bookings and revenue targets for assigned geography.  Sets and achieves financial goals for sales leaders through regular review of financial performance.
    o    Establishes and applies forecasting methodology to accurately predict future results and understands the impact of planned actions on the achievement of financial goals.
    o    Works closely with Regional Leaders to set/manage/review Region energy services budgets, strategic plans, and operating plans.
    o    Ensures sales team mitigates company risk while maximizing customer value when preparing large jobs for executive LOA approval.
    o    Provides internal communications flow to management and extended team members.
    o    Models and reinforces the business’ vision, mission, business values, Code of Conduct and people values.


•    Demonstrated knowledge of Energy and Energy Services marketplace, including at least 5 years of previous sales management experience.
•    Preference for candidates with specific experience in Performance Contracting, Complex Solutions and/or Turnkey sales.
•    In-depth knowledge of business, finance, sales and marketing techniques
•    Ability to influence others to achieve goals with and without direct authority
•    Capable of discerning current best practices from multiple regions and successfully driving change management to create standard work of the ‘best known way’
•    Proven track record of successfully driving adoption of new programs and delivering growth.
•    Ability to travel regionally (up to 50%)

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.

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