Job Information
Trane Technologies Federal Account Executive in St Paul, Minnesota
At Trane Technologies TM 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.
Thrive at work and at home:
· Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE !
· Family building benefits include fertility coverage and adoption/surrogacy assistance.
· 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
· Paid time off, including in support of volunteer and parental leave needs.
· Educational and training opportunities through company programs along with tuition assistance and student debt support .
· Learn more about our benefits here (https://careers.tranetechnologies.com/global/en/benefits) !
Job Summary: The Federal Account Executive position is designed to deliver high value to the Trane organization. The position is a multi-functional role that is accountable for one or multiple ESPC or similar project(s). Each account executive can have an expected bookings goal of $10M to $20M per year. The account executive coordinates and oversees all phases of the ESPC process: Acquisition, Proposals, Development, Construction (Implementation) and Performance Period activities. The Federal Account Executive is fully accountable for each project in their respective portfolio and represents Trane to each customer within that assignment throughout the project lifecycle. The Federal Account Executive will be responsible for understanding and utilizing the Federal Energy Savings Performance Contract (ESPC), Utility Energy Services (UESC), and other similar contract vehicles. Additionally, a Federal Account Executive may be expected to provide leadership and/or support in new business development opportunities and may represent Trane in special cases as required, e.g., Lobbying
Organizations, Industry Associations, Contracting Officer relationships, and other special assignments requiring the skills of an experienced Trane employee in the federal space.
Responsibilities:
Production of expected sales orders to consistently provide ongoing revenue and bookings goals
Represents Trane to our Government Customers and acts as a Trane spokesperson to the
Government on ESPC projects
Sells complex financial energy solutions including complex financial solutions and strategies when
developing all project proposals
Accountable for Development Oversight, Coordination and Communication with other team members to
guide the project(s) to a successful completion
Accountable for overall Proposal Development and Oversight on each stage of development
Accountable for Communication with the Government and Local Offices for each project assignment
Provide marketplace feedback, including competitive information, customer expectations, industry
trends, etc.
Identify and qualify energy sales opportunities with federal customers
Evaluate and suggest potential partnering and teaming relationships
Work with internal and external partners to understand and employ new energy technologies, especially
around renewables
Develops and deploy account strategies for assigned federal accounts
Track and report on key business results, financial data and customer/industry trends
Keeps current in the federal marketplace, leveraging relationships at DoD and Civilian Agencies
Participates in various associations and organizations that promote Trane’s position in the federal
marketplace such as: SAME, FPCC, FUPWG and other professional organizations
Qualifications:
Bachelor’s degree in Engineering/Technical, Business or related field required
Extensive sales record in ESPC, performance contracting, owner direct and/or consultative sales
required
MBA preferred
AEE – CEM certification is preferred, but completion is expected within first three years
Key Competencies:
Provide sound “business judgment.” Weighing risk and reward in conjunction with the management
team.
Ability to meet short- and long-term deadlines
Effectively meet the needs of internal and external customers
Ability to work regularly, independently and dependably
Ability to function in a team environment
Demonstrate ability to cope with stress and maintain a pleasant and cooperative temperament with
internal and external customers
Experience developing and explaining complex financial proformas
Excellent organizational skills with the ability to manage multiple projects, priorities and business
relationships
Facility Solutions Background & Perspective: HVAC, Lighting, Controls, “Envelope,” Construction
Excellent Communication Skills: Oral, Written, Executive Presentation, Training
Business Savvy: Financial Selling, Contracts, High-Level Owner
Management Experience: Process Oriented, Team Oriented
Performance Contracting Sales: Qualify, Initiate, Propose and Close the Contract
General Attributes: Impeccable Business Ethics, Professional image, Exceptional Organizational Skills,
Innovative, Customer Focused, Good Business Judgment
Other:
Travel requirements: 2 to 3 weeks per month
Physical demands related to normal requirements of an engineering/sales role
Applicant must be able to acquire Federal Government Security Checks
U.S. Citizenship or U.S. Permanent Resident status
Valid Drivers’ License in good standing, issued by resident state
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.
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