Regional Energy Services Sales Leader

Job Summary: Trane is hiring for an Energy Services (Complex Solutions) Sales Leader for the Florida Region. This role will report to the Florida Regional General Manager. In this role, you will function as the regional business leader responsible for the development and acquisition of energy performance guaranteed and non-guaranteed projects. This role is responsible for leading the sale and development of financially viable projects for customers through consultative and outcome-based selling. It is responsible for achieving bookings, revenue, and profitability goals as well as helping our customers reduce the energy intensity and carbon footprint of their built environment. Lead your sales team:· Create a new sales/marketing strategy growth plan for the Florida market and consistently achieve benchmarks set forth in that plan. Reposition strategy to respond to industry change; stay abreast of external market conditions and internal requirements· Network to identify new customers and develop specific action plans to grow identified accounts.· Collaborate with existing sales force to develop opportunities within our existing customer portfolio.· Consistently call on hi-level and C Suite relationships that produce results.· Ascertain customer needs and current market opportunities. Assemble and coordinate acquisition team as needed for customer and projects.· Convert leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process. Develop strategic relationships with key decision makers in the customer organizations.· Familiarize with and consistently use Salesforce to track all leads, opportunities, & projects, and maintain an updated sales pipeline on a routine basis. Lead the project development and energy engineering team(s) to qualify and develop successful projects and drive overall resource efficiency.

• Responsible for developing and promoting the full breadth of Trane Energy Services offerings and solutions.· Overall responsibility for the following functions within our Energy Services business stream: sales process excellence (sales pipeline, sales strategy, quota setting, pricing strategy, marketing strategy, maximizing customer share, customer retention), hiring and on-boarding of new associates, continued assessment of skills and administering necessary training, accurate sales forecasting and consistent use of Trane sales tools and systems.· Responsible for achieving annual objectives regarding profit, volume, margins and sales pipeline.· Drive success and continuous improvement through coaching and teaming with Area Leaders and Teams.· Responsible for monthly and ongoing sales forecasting utilizing Salesforce to accurately predict future results. Understand the impact of planned actions on the achievement of financial goals.· Manage ongoing performance by monitoring and coaching Account Managers' effectiveness and efficiency in relation to project attainments, customer service, customer relationship development, and business profitability.
• Work closely with Area office sales leaders to set/manage/review Area energy services budgets, strategic plans, and operating plans.· Ensure sales teams mitigate company risk through internal process compliance while maximizing customer value.
• Maintain customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and sales team as needed.· Operate as the regional leadership representative and liaison to our corporate Energy Services organizations.
• Role will require regional travel to coach, develop, and deliver financial results – potentially up to 50%Qualifications:· Bachelor's degree in engineering, engineering technology, business or equivalent from a four-year college or university preferred, or equivalent combination of education and experience.· Minimum five (5) years of related experience in a sales leadership role, preferably within the MUSH/Commercial market ( municipal, utility, healthcare, education and commercial vertical markets ) with an ESCO (Energy Service Company ) firm.· Minimum five (5) years of related experience in large project contracts and financing (LOC, LTP, negotiating T&Cs, performance energy bonding).· Minimum five (5) years of related experience in the sales and fulfillment of energy projects preferred.· Demonstrated knowledge of Energy and Energy Services marketplace, including 8-10 years of sales experience, with 3-5 years of owner-direct sales management experience.· Demonstrated experience creating sales structures to enable business strategy.· Must possess a valid driver's license for a minimum of 12 months, with no major or frequent traffic violations included, but not limited to: DUI in the previous 5 years; Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years.