LCUR Sales Specialist - Outside

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.
This position has been designated as Remote and work will be performed in the Toronto / Greater Toronto Area.
TRANE is hiring a Light Commercial Unitary Replacement (LCUR) HVAC Equipment Account Manager for our Toronto area and other surrounding markets! As an LCUR Account Manager, you will be responsible for all functions relating to developing new Light Commercial Equipment customer relationships and strengthening our existing customer base to ensure maximum account penetration and customer retention. Targeted products include Light Commercial Unitary 3-25 tons, and small packaged heating, cooling, and ventilation equipment for use on commercial applications. The following are more examples of the responsibilities of a LCU Account Manager.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Strategy Duties:

• Develop long term relationships throughout the assigned territory with contractors and building owners.
• Research and provide competitive unitary equipment sales data.
• Facilitate introductions of key customer contacts to other Trane sales teams for specific opportunity development. May partner with other Trane account managers to provide bundled solutions to customers.
• Review and provide feedback on customer support programs.
• Develops strong relationships with key internal customer support teams.
• Follow LCUR outside Sales Standard Work in order to provide quality support to customers. Provide feedback and improvement ideas in the spirit of continuous improvement.
• Collect requested customer and quote follow-up data in order to support LCUR growth initiatives.
• Participate in continuous improvement, Daily Management, and problem solving activities as requested.

New Customer Growth Duties:

• Function as a sales and marketing representative and liaison between customers and the Commercial Sales Office
• Assess current market opportunities and utilize account management process to identify key customers
• Develop new customer accounts by cold-calling various businesses in their territory.
• Perform new customer contact standard work to support new customer growth goals
• Customer Maintenance / Sustainment Duties:
• Develop good working relationships with existing customers and develop specific action plans to grow targeted accounts.
• Develop and execute account specific business plans to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
• Identify customer problems and perform analysis to identify Trane products and services that best meet customer needs. Possess expert knowledge of the Trane product line to best create customer solutions.
• Perform quote follow up standard work and provide critical information when Trane does not win the bid, in order to support continuous improvement efforts.
• Establish systematic customer contact to provide on-going information and relationship building.
• Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable.
• Responsible for maintaining customer data files in SalesForce and keeping records of sales, customer information, and requests.
• Partner with Inside LCUR Teams on pricing and proposal creation tasks utilizing Trane software platforms.
• Presents the proposal and negotiates price, terms, and conditions with customer. Follows up with buying influences.
• Partner with Inside LCUR Team on ordering, fulfilling and expediting tasks.

QUALIFICATIONS

• Knowledge of Light Commercial Unitary HVAC Equipment (<25 ton).
• Demonstrated competency in consultative, relationship, listening, and selling skills.
• Demonstrated proficiency in business and problem solving skills (including at the consumer level).
• Highly self-motivated, goal oriented.
• Strong communication and interpersonal skills.
• Ability to work well in a team environment.
• Demonstrated competence in computer usage.
• Demonstrated proficiency in planning, organizing, and prioritizing.
• Flexibility to work overtime/weekends, as required.

EDUCATION and/or CERTIFICATES

• Bachelor’s degree, or equivalent from two-year College or technical school; and a minimum of 3 years of sales or related experience; or equivalent combination of education and sales experience.
• Preferred Degree in Business, Engineering, or Technology
• Demonstrated knowledge of HVAC products and HVAC systems applications.
• Valid Driver’s License

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

Strategy Duties:

• Develop long term relationships throughout the assigned territory with contractors and building owners.
• Research and provide competitive unitary equipment sales data.
• Facilitate introductions of key customer contacts to other Trane sales teams for specific opportunity development. May partner with other Trane account managers to provide bundled solutions to customers.
• Review and provide feedback on customer support programs.
• Develops strong relationships with key internal customer support teams.
• Follow LCUR outside Sales Standard Work in order to provide quality support to customers. Provide feedback and improvement ideas in the spirit of continuous improvement.
• Collect requested customer and quote follow-up data in order to support LCUR growth initiatives.
• Participate in continuous improvement, Daily Management, and problem solving activities as requested

New Customer Growth Duties:

• Function as a sales and marketing representative and liaison between customers and the Commercial Sales Office
• Assess current market opportunities and utilize account management process to identify key customers
• Develop new customer accounts by cold-calling various businesses in their territory.
• Perform new customer contact standard work to support new customer growth goals
• Customer Maintenance / Sustainment Duties:
• Develop good working relationships with existing customers and develop specific action plans to grow targeted accounts.
• Develop and execute account specific business plans to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
• Identify customer problems and perform analysis to identify Trane products and services that best meet customer needs. Possess expert knowledge of the Trane product line to best create customer solutions.
• Perform quote follow up standard work and provide critical information when Trane does not win the bid, in order to support continuous improvement efforts.
• Establish systematic customer contact to provide on-going information and relationship building.
• Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable.
• Responsible for maintaining customer data files in SalesForce and keeping records of sales, customer information, and requests.
• Partner with Inside LCUR Teams on pricing and proposal creation tasks utilizing Trane software platforms.
• Presents the proposal and negotiates price, terms, and conditions with customer. Follows up with buying influences.
• Partner with Inside LCUR Team on ordering, fulfilling and expediting tasks