Federal Vertical Market Leader
At Trane Technologies® we Challenge Possible. Our brands – including Trane® and Thermo King® - create access to cooling and comfort in buildings and homes, transport and protect food and perishables, connect customers to elevated performance with less environmental impact, dramatically reduce energy demands and carbon emissions, and innovate with a better world in mind. We boldly challenge what’s possible for a sustainable world.
* This role can sit anywhere in the U.S. *
Job Summary:
Trane Federal team is look for a Federal Vertical Market Leader to help drive the Federal equipment, service, turn-key contracting and business development strategy. This person will be responsible for working with Regional office Sales Leaders and Account Mangers in developing long-term customer relationships and maximizing account penetration and customer retention with federal customers at varying levels and positions, as well as fostering relationships with possible partners and teammates like: contractors, consulting engineers/architects and other partners.
Essential Roles and Responsibiliites include the following. Other functions/roles may be assigned.
- Responsible for collaboration with Territory Sales Management and assigned Account Managers to determine strategy and customer and regional sales management, new customer acquisition, customer satisfaction measurement, account management, price management, marketing, maximizing account penetration, market penetration, and customer retention for our equipment, controls and building service business.
- Responsible for achieving annual objectives regarding profit, volume, business mix, and share.
- Working in conjunction with the Federal Contracting Sales Leader, develop and maintain relationships with high-level agencies within the Federal Government.
- Driving equipment specifications at the Agency/Branch level of the Federal Government.
- Alignment with Regional Offices in which Federal Opportunities exist, including coordinated Strategic Account (and Opportunity) Reviews.
- Work closely with Federal Contracting Sales Leader to identify and hand-off contracting opportunities and vice versa.
- Monitor, measure, and improve process and process measurements to meet customer needs effectively and efficiently.
- Responsible for determining ancillary product needs/relationships that complement Trane core products.
- Responsible for investigating, qualifying, and pursuing complementary contract vehicles and programs that would enhance and expand Trane’s offering to the government.
- Utilizing established Talent Management tools, work with Regional office leadership to establish required skill sets, talents, and capabilities.
- Must be able to work with customers to resolve issues around Terms and Conditions.
- Maintains customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and sales team as needed.
- Responsible for internal communications flow to the Sales and Business Development team members.
- Work with Regional Offices and Territories to develop and execute a Federal sales business plan.
- Work with Regional offices on sales manpower planning.
- Support the development and delivery of required federal sales training across the organization.
- Responsible for modeling and reinforcing the business’ vision, mission, business values and people values.
- Flexibility to work outside normal work hours, as required.
- Ability to travel up to 50% as required.
- Works with the Trane marketing team and Federal Contracting Sales leader to jointly develop and execute the government marketing strategy and tactics relative to Trane equipment and services.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- 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:
- 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.
Education and/or Experience
Bachelor's degree in engineering, business or related degree from four-year college or university; and ten (10) years related experience in a sales leadership role, and 5 (five) years related experience in the Federal space; or equivalent combination of education and experience. Must have clear understanding of legal business terms and experience working with Terms and Conditions.
We offer competitive compensation and comprehensive benefits and programs that help our employees thrive in both their professional and personal lives. We are proud of our winning culture which is inclusive and respectful at its core. We share passion for serving customers, caring for others, and boldly challenging what’s possible for a sustainable world.
We are committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.
Benefits*: Trane-Technologies-Benefits-Offered.pdf
Total Comp Range: Base + Bonus (for Colorado Residents): Minimum: $127,500, Maximum: $297,500
Disclaimer: This "range" could be a result of seniority, merit, geographic location where the work is performed, education, experience, travel requirements for the job, or because of a system the employer uses to measure earnings by quantity or quality of production (so, for example, positions that may not have traditional salary ranges).
*Benefits vary by region, business alignment, union involvement and employee status.