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Account Manager (Comprehensive Solutions, Energy Services)

Company: Ingersoll Rand
Location: Greenville
Posted on: November 11, 2019

Job Description:

Ingersoll Rand is a diverse and inclusive environment. We are an equal opportunity employer, dedicated to hiring a diverse workforce; including individuals with disabilities and United States qualified protected veterans.

Trane ( http://www.trane.com/ ), a business of Ingersoll Rand - the world leader in creating and sustaining safe, comfortable and energy efficient environments - improves the performance of buildings around the world. Trane solutions optimize indoor environments with a broad portfolio of energy efficient heating, ventilating and air conditioning systems, building and contracting services, parts support and advanced controls for commercial buildings.

Job Summary:

This is a great opportunity to join our Trane team in our Carolina's district as a Comprehensive Solutions Account Manager 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.

Ideal candidate:

  • Be accustomed to and have success in sales with long, complex, and multi-tiered sales cycles.
  • 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 a great 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 development driver 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) and also 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.
    • Quarterback the direction of 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.
    • Continually be learning new technologies available that can be beneficial in a complex solution or financial structure.
    • Utilizes Account management process to identify key customers and to develop specific action plans to grow identified accounts.
    • Identifies potential opportunities with existing and new customers.
    • Collects project data and compares to the office's capabilities.
    • 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 sales experience in the Energy Savings/Performance Contracting space.
      • Knowledge of financial and complex solution pricing options.
      • Proven track record of developing and closing business.
      • 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:
      • A good driving record.
        We are committed to helping you reach your professional, personal and financial goals. We offer competitive compensation that aligns with our business strategies and comprehensive benefits to help you live your healthiest. We are committed to building an inclusive and diverse culture that engages as well as values the different backgrounds and experiences of our employee, which, in turn, spurs innovation, generates creative solutions and enhances our customer relations.

        If you share our passion for inspiring progress-for bringing about bold shifts in how people, economies and societies operate-then you belong with Ingersoll Rand. Progress begins with you.

Keywords: Ingersoll Rand, Greenville , Account Manager (Comprehensive Solutions, Energy Services), Executive , Greenville, South Carolina

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