Key Account Sales Executive (Life Science Solutions equipment and services business)
At Trane TechnologiesTM and through our businesses including Trane® and Thermo King®, we create innovative climate solutions for buildings, homes, transportation and health, research & Pharma 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.
Key Account Sales Executive EMEA
(Life Science Solutions equipment and services business)
Job Summary：
This role will be highly visible with exposure to the Life Sciences corporate leadership team, and executive decision-makers at the global account level for our life sciences solutions portfolio.
The Global Key account sales executive will own and execute global account strategy and relationship management for our largest Pharma, biotech, academic/research, and CDMO customers; in addition to setting strategy and cultivating our channel/distribution partnerships driving country specific
This individual will be expected to work closely with a broad network of internal stakeholders to evolve our customer experience and brand awareness through marketing and field activities. In addition, this role will lead negotiation of complex contracts (with both customers and channel partners), and drive market share growth opportunities across the Trane Life Sciences portfolio.
The key account sales executive will add value by interpreting internal and external business challenges and recommending best practices to improve products, processes or services. Collaborates across commercial teams to develop strong relationships and improve sales efficiency. The role will also support strategic projects when needed.
The successful candidate will be respected among high level decision makers in our industry as a “trusted advisor” and will have the ability to communicate a crisp vision of what Trane technologies brings to the Life Sciences space.
This is a Remote position.
Responsibilities:
• Partner with internal sales operations leadership to optimize and evolve the business development process to identify and cultivate repeatable segment solutions to drive successful new funnel opportunities for Trane Life Sciences.
• Leverage industry knowledge and business acumen to gain access to executive, enterprise-level decision makers; create and maintain trusted sustainable relationships
• Lead the process to significantly grow sales in key accounts and through channel partners as appropriate by country. Collaborate with sales leadership and regional sales teams to create compelling and effective strategic business plans both locally and globally. Hold themselves and local sales teams accountable.
• Lead and develop strategic account business reviews/contract value creation internally with sales leadership and business leaders at Trane to ensure financial targets are achieved. Leverage CRM and reporting tools to provide visibility to new account leads, relationship expansion, and funnel health to internal stakeholders.
• Exhibit a strong command of customer needs and market opportunities to position our solutions as well as provide input into the larger organization’s future roadmaps / plans. Be the ambassador of the account to drive ongoing innovation within life sciences.
• Negotiate committed, long term agreements with accounts that drive value across the life science portfolio.
Qualifications:
• Bachelor's degree required. Engineering, technology, science, or business field preferred.
• A minimum of 5-10 years of commercial experience in business development with regional or global account management and solution sales experience required.
• Required sales experience in biotechnology, large biopharma customers specifically with exposure to cold storage/process equipment needs and utilization in the Life Sciences market space preferred.
• Proven experience developing and maintaining high-level business relationships that produce results.
• Proven experience achieving high-level sales results including finding new opportunities and converting pipeline to bookings.
• Ability to travel required to optimize face-time with key customer stakeholders ( approx. up to 75%)
• Excellent oral communication/interpersonal skills.
• Ability to achieving high-level sales results including finding new opportunities and converting pipeline to bookings.
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.