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Sr. Account Executive - Comprehensive Energy Solutions

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Sales
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2108161 Requisition #
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1954 Total Views
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.

Trane Hawaii of the Pacific Southwest Region, is hiring a Senior Comprehensive Solutions Account Executive focused on Total Energy Solutions, Performance Contracting, and other complex infrastructure opportunities. This goes beyond HVAC and Energy efficiency – this is the future of truly integrative Building Services Solutions.  A Comprehensive Solutions Account Executive is responsible for long-term customer relationships and maximizing account penetration and customer retention with the C Suite, building owners, Directors, Board Members, and state/local governments. This role will be selling our comprehensive solutions offering, which can be energy performance contracting or non-guaranteed savings contracts that are complex in nature. The knowledge and ability to sell a solution at the highest organizational levels is required.


Our ideal candidate:

  • Must be accustomed to and have documented success in financial sales with long, complex, and multi-tiered sales cycles.
  • Must be accustomed to speaking and selling to decision-making individuals and groups such as, but not limited to, City Managers, County Managers, Superintendents, CEO’s, CFO’s, Business Managers, Technology Officers, Council Members, Board Members, etc;
  • Has expertise in the financial, legal and technical aspects of deal structuring with multiple buying influences within a client.
  • Is an outstanding communicator – educating clients about Trane’s Energy Services and Performance Contracting offerings, persuasively articulating costs, savings, investment opportunities and long term options for energy efficiency measures


Responsibilities: As a Comprehensive Solutions Account Executive for the Performance Contracting and Complex Solutions business with Trane, you will be the primary business developer for our financially-driven solution sales opportunities. You will identify and qualify new business as well as develop long-term customer relationships within mainly the MUSH market (Municipalities, Universities, Schools, Healthcare), along with other customers in the private sector or other verticals seeking value and financially-driven solutions.

  • Provides knowledge and consultation to our customers on the financial drivers, legislation and requirements for energy based financially driven sales throughout the district.
  • Develops system-related solutions for the customer’s challenges and opportunities, including financial and performance-based considerations.
  • Develops multiple relationships with buying influences and critical decision makers in the customer’s organization, including facility managers, project managers, project engineers, purchasing, legal, and finance officers.
  • Develops, maintains, and represents Trane in the marketplace(s) with associations and legislative groups.
  • Collaborate with the Project Development Team and aid in development to ensure the client goals are met.
  • Gathers or validates preliminary information and performs facility walk-through or other commitment.
  • Qualify Opportunities through all milestones of project development.
  • Converts leads into opportunities by financially qualifying the customer and assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process.
  • Determines project needs, constraints, and responsibilities to meet all of the customer's facility requirements.
  • Develops, evaluates, and discusses possible solutions with customer.
  • Develops project fulfillment schedule.
  • Coordinates selection, pricing, and integrates equipment, controls, and services for each project.
  • Prepares, finalizes, and reviews preliminary and/or final proposal complete with any financially targeted sales tool such as a pro forma.
  • Validates the preliminary offering with customer.
  • Determines proposal price and selling strategy.
  • Prepares and reviews contract terms and conditions using standard Trane templates when applicable.
  • Presents the proposal to the customer.
  • Follows up with economic buyers and/or buying influences, as appropriate.
  • Prepares transition documents and communicates project readiness for assignment to operations team.


Qualifications:

  • Bachelor's degree in engineering, business or related discipline strongly preferred.
  • A minimum of 5-10 years of business development and financial solution sales experience, preferrably in the Energy Savings/Performance Contracting space.
  • Knowledge of financial and complex solution pricing options.
  • Proven track record of developing and closing business to high-level/high-powered individuals and businesses.
  • First-hand experience and strong working knowledge in one or more of the following vertical markets: Education, Healthcare, Commercial Real Estate, and/or State/Local Government.
  • Must possess a valid driver’s license for a minimum of 12 months, with no major or frequent traffic violations including but not limited to:
    • DUI, Hit & Run, License Suspension, Reckless / Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years.
  • Understanding of renewable energy technologies, energy efficiency technologies, and the current utility market conditions

To fight the COVID‐19 pandemic, the U.S. federal government has mandated that all federal contractors and subcontractors must be fully vaccinated against COVID‐19 by December 8, 2021. As a federal contractor, Trane Technologies must make sure all employees who serve federal contracts or are co‐located with someone who does, show proof of vaccination. This role has been identified as one that is subject to these requirements. Accommodation requests will be considered for documented medical reasons or sincerely held religious beliefs, unless an accommodation would result in an undue hardship to the company. For unvaccinated individuals, please note that if an accommodation is not approved prior to the employment start date, to ensure compliance with federal and/or customer requirements, we will be unable to continue employment.


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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