Area Controls Sales Manager - Central Canada

at  Trane Technologies

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.

RESPONSIBILITIES:

• Responsibility for directly developing our team of controls “subject matter experts”, (Controls Account Managers, and Controls Team Leaders), across Ontario, by teaming with the Area General Manager and other Sales Leaders.
• Overall responsibility for the following functions: customer and region sales management, new customer acquisition, customer satisfaction measurement, price management, marketing, maximizing account penetration, market penetration, customer retention, hiring and on-boarding of new sales associates, continued assessment of skills and administering necessary training, setting quotas, accurate sales forecasting and consistent use of Trane sales tools and systems.
• Promote and motivate the companies go-to-market strategy, raising the awareness and position of our Controls offering and ensuring the Controls Account Managers are well positioned for success in each local market.
• Assembles high performance teams and interacts with Account Managers with differing business development requirements, customer focus, experience, sales cycles, and product portfolios.
• Responsible for sales manpower planning, including talent acquisition and retention of top sales personnel, and building bench strength through our early talent development programs.
• Maintains customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and sales team as needed.
• A deep understanding of each offices market and develop strategies to grow our business in those markets working with the local Area General Manager & Sales Leaders to execute those strategies. This leader shall develop Controls Account Managers and Team Leaders that are effective at account management and opportunity management.
• Strategic account segmentation and account allocation/assignment to Controls Sales Account Managers based on maintaining correct weighting for effective relationship and business development activity.
• Consistently evaluate new customers/accounts to identify new Controls business opportunities. Coach Account Managers on selling strategies specific to the Controls business; assessing customer’s organization structure, buying influences, market trends, concerns, needs and drivers. Encourage focused attention on addressing both the current and emerging needs of our customers.
• Establish a controls department linkage to all other facets of our business, including Intelligent Systems, Energy Services (turnkey and performance contracting) and Systems.
• Lead monthly financial reviews and conduct analysis on team performance using necessary business/performance metrics.
• Conduct monthly, quarterly, and annual forecasting and communicate with team members on financial performance to goals; provide clear feedback to reinforce successes and/or provide course correction as needed
• Utilize established Talent Development process, conducts performance appraisals in concert with Account Team Leaders to identify developmental needs, validate performance versus goals and objectives, promotions, training, and disciplinary actions.
• Flexibility to work outside normal work hours, as required.

RESPONSIBILITIES AS A MEMBER OF THE LEADERSHIP TEAM:

• Partner with Area Sales and Fulfillment Leaders on the strategy and achievement of revenue and operating income targets.
• Utilizing standard work from the Business Operating System to create market segmentation and customer value proposition for products, services, systems and IS offerings.
• Establishing goals and accountability for the business in this area.
• Provide input and feedback to our North America Controls leadership in helping to define strategy and set priorities for future product development, controls sales and marketing efforts.
• Working with corporate marketing and commercialization plans for connected equipment and digital.
• Partnering with area, regional and national sales and fulfillment to create and implement market plan.
• Represent our SBU digital strategies in broader discussions with region leadership.
• Bachelor’s degree or equivalent from college or technical school
• Minimum of 5 years of experience in HVAC/Controls industry, with a track record of personal achievement and advancement.
• History of success in coaching, collaboration, and strategic selling skills.
• Ability to innovate and create necessary partnerships to create solutions that serve the customer.
• Understanding of utility organizations, energy efficiency and relevant technology advancements and implications.
• Familiarity with market practices in Ontario

SUPERVISORY RESPONSIBILITIES:

• Directly supervises controls sales team. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws.
• Responsibilities include interviewing, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints, coaching and mentoring employees; and resolving problems.