Strategic Sales Executive

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Prioritize engaging with customers. When not directly interacting with customers; collaborate with colleagues in your office.

• Project Synthesis
  • Develops & Manages Process for Discovering Client Business Needs and Aligns with Solutions
  • Evaluates Projects and Aligns Process/Solutions
  • Works Directly & Indirectly with Clients on Projects to Confirm Structured Finance Solution(s)
  • Client Discovery & Qualification
• Works Directly / Client Executives to Develop Financial Pro Forma & Associated Business Case(s)
• Convert leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
• Energy Services Project Strategy
  • Understand Macro Market & Finance Trends & Informs Current Offerings/Projects
  • Directly Monitors/Engages Clients to Establish Creative Financial Solutions that Enhance/Expand the Projects
  • Proactively Engages with Regional Sales & Leadership Teams to Develop/Optimize Strategies on Priority Projects
  • Stays Abreast of Current Finance Trends for Emerging Offerings & Applies to Current Projects
  • Actively Maintains Market-oriented Relationships (external) to Support the Full Set of Offerings
  • Establishes and Advances Trane's Thought Leadership Position in Focus Market(s)
  • Works Directly with Clients to Establish Key Indicators to Align/Develop Tailored Offerings Identify and close large deals or sales opportunities. The role requires the salesperson to consistently achieve quota targets and build, maintain, and grow a multi-million dollar sales pipeline.
  • Provide knowledge and consultation to our customers on the financial drivers, legislation and requirements for energy and outcome-based driven sales
• Regional Engagement
  • Maintains Active Relationship(s) w/ Regional ES Leaders & CSAEs
  • Supports the Growth of Pipeline & Project Size with Creative/Accretive Structured Finance Approaches
  • Maintains a Visible & Active Sales/Project Funnel Utilizing Software Tools
  • Work collaboratively with a cross-functional internal team of Project Development, Energy Engineering, and Project Management resources to develop system-related solutions for the customer’s challenges and opportunities, including financial and performance-based considerations.
• Travel to customer job sites is required, which may include outdoor work and/or work in mechanical/equipment rooms. During the site visits, the employee may be exposed to variable weather conditions; moving mechanical parts; heights, and other variable environmental conditions based on location.

• A bachelor of science degree or 4-8 years of demonstrated executive selling experience is preferred
• 5+ years experience of executive sales experience, preferably within the MUSH market (municipal, utility, healthcare and education vertical markets) with a track record of achieving and exceeding sales targets
• Must be accustomed to and have documented success in financial sales with long, complex, and multi-tiered sales cycles in both public and/or private sectors.
• Ability to engage multiple stakeholders, influencers, and key decision makers
• Has expertise in the financial, legal, and technical aspects of deal structuring with multiple buying influences within a client
• Outstanding communication skills – able to educate clients about Trane’s Design Build & Energy Services offerings, persuasively articulating costs, savings, investment opportunities, and…