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Description:At Ingersoll Rand we are passionate about inspiring progress around the world. We advance the quality of life by creating comfortable, sustainable and efficient environments. Our people and our family of brands—includingClub Car®,Ingersoll Rand®,Thermo King®,Trane®,American Standard® Heating & Air ConditioningandARO®- work together to enhance the quality and comfort of air in homes and buildings; transport and protect food and perishables; and increase industrial productivity and efficiency. We are a global business committed to a world of sustainable progress and enduring results. For more information, visitwww.ingersollrand.com.Ingersoll Rand is a diverse and inclusive environment. We are an equal opportunity employer, dedicated to hiring a diverse workforce; including minorities, females, individuals of all sexual orientations and gender identities, individuals with disabilities, and United States qualified protected veterans.This position supports the Climate Business.SUMMARYResponsible for developing long-term customer relationships and maximizing account penetration and customer retention with contractor and consulting engineer/architect accounts and building owner accounts.ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following.Other functions may be assigned.Utilizes Account management process to identify key customers and to develop specific action plans to grow identified accounts.
Identifies potential opportunities with existing and new customers.
Collects project data and compares to the office’s capabilities.
Converts 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.
Develops multiple relationships with buying influences in the customer’s organization, including facility managers, project managers, project engineers, construction, and purchasing.
Gathers or validates preliminary information and performs facility walkthrough or other commitment.
Determines project needs, constraints, and responsibilities to meet all of the customer’s facility requirements.
Develops, evaluates, and discusses possible solutions with customer.
Develops project fulfillment schedule.
Selects, prices, and integrates equipment, controls, and services for each project.
Prepares, finalizes, and reviews preliminary proposal.
Validates the preliminary offering with customer.
Determines proposal price and selling strategy.
Prepares and reviews contract terms and conditions using standard Trane contract templates when applicable.
Presents the proposal to the customer.
Follows up with buying influences.
Prepares transition documents and communicates project readiness for assignment to operations team.
Resolves major deviations from scope with team after Project Scope Validation.
Develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
Provides total account business reports and annual forecasts.
Provides knowledge and consultation in the form of developing facility-related solutions for the customer’s problems, including financial and performance-based considerations.
Consistently ascertains customer needs and current market opportunities.Assembles and coordinates project team as needed for customers and projects.
Assesses target markets to analyze potential opportunity.
Provides marketplace feedback, including competitive information, customer expectations, industry trends, etc.
Presents the performance contracting or other complex Trane offering conceptually to executive buyers.
Manages internal and external engineering/project management resources through job development.
Interfaces with AMS process manager and technical support.
Facilitates financing and legal/contract review process.
Meets or exceeds gross margin requirements.
Minimize risk by developing sound monitoring and/or service plan requirements.
Manages tasks associated with complex sales cycles.
Relates customer’s needs to the appropriate people in the office.
Flexibility to work outside normal work hours, as required.
SUPERVISORY RESPONSIBILITIESMay directly supervise sales support personnel.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 and resolving problems.QUALIFICATIONSTo 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.EDUCATION and/or EXPERIENCEBachelor's degree in engineering or business from four-year college or university; completion of the Trane graduate training course (preferred); and 4-10 years relevant experience.LANGUAGE SKILLSAbility to read, analyze, and interpret the most complex documents.Ability to respond effectively to the most sensitive inquiries or complaints.Ability to write speeches and articles using original or innovative techniques or style.Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or boards of directors.MATHEMATICAL SKILLSAbility to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.REASONING ABILITYAbility to define problems, collect data, establish facts, and draw valid conclusions.Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.CERTIFICATES, LICENSES, REGISTRATIONSValid Driver’s License, Proof of personal insurancePHYSICAL DEMANDSThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.While performing the duties of this job, the employee is regularly required to talk and hear.The employee frequently is required to walk, sit, and use hands to operate computer keyboard, and telephone.The employee is occasionally required to stand; reach with hands and arms; climb or balance; and stoop, kneel, or crouch.The employee must occasionally lift and/or move up to 25 pounds.WORK ENVIRONMENTThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.This position works in a typical office environment with visits to other offices, plants, and job sites.Frequent outdoor travel is required to visit customers.During visits to job sites, the employee is occasionally exposed to moving mechanical parts, extreme heat, and risk of electrical shock.The noise level in the work environment is usually moderate.We are committed to helping you reach your professional, personal and financial goals. We offer competitive compensation that aligns with our business strategies and comprehensive benefits to help you live your healthiest. We are committed to building an inclusive and diverse culture that engages as well as values the different backgrounds and experiences of our employee, which, in turn, spurs innovation, generates creative solutions and enhances our customer relations.If you share our passion for inspiring progress—for bringing about bold shifts in how people, economies and societies operate—then you belong with Ingersoll Rand. Progress begins with you.Primary Location: NASHVILLE-TennesseeJob: SalesSchedule: Full-timeShift: Day JobStatus: RegularType: ExperiencedPosting: Oct 15, 2019, 3:46:23 PMIngersoll Rand is a diverse and inclusive environment. We are an equal opportunity employer and are dedicated to hiring qualified protected veterans and individuals with disabilities.
Vacancy expired!