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Trane Technologies Controls Sales Leader in Charlotte, North Carolina

Controls Sales Leader

Charlotte NC South Tryon St, Charlotte, North Carolina, United States


Requisition # 2102774

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AtTrane Technologies® we Challenge Possible. Our brands – includingTrane®andThermo 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.

Job Summary:

Responsible for managing and leading all functional aspects of the Controls Sales Team and ultimately responsibility for the strategic growth of a region-wide BAS business, including Intelligent Services (IS) sales efforts. This position will develop and implement creative solutions to expand the pipeline of the Region BAS business and developing and maintaining long-term customer relationships with contractor, consulting engineer/architect, and owner accounts. In partnering with other Sales managers, the individual will systematically incorporate key corporate initiatives into the BAS selling process. Individual will partner with key operations teams members to stakeholders to adopt and execute on customer service initiatives that will universally improve operational efficiency and customer satisfaction. Successfully performing such duties will result in sales growth from our BAS sales force, including margin expansion and an increase in market share. This role will also help ensure our long term growth and success by developing strategic partnerships with customers and other key external stakeholders.

Primary Roles and Responsibilities

  • Responsibility for directly developing our team of controls “subject matter experts”, (Controls Account Managers, Controls Team Leaders, Controls Project Developers, and Controls Estimators), across an entire region and in each office, by teaming with the Area General Managers 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.

  • 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.

  • Maintains customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and sales team as needed.

  • A deep understanding of each area/office market and develop strategies to grow our business in those markets working with the local Area General Managers & 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.

  • Consistently evaluate new customers/accounts to identify new BAS business opportunities. Coach Account Managers on selling strategies specific to the BAS 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 BAS 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 Region 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.

  • Working with corporate marketing and commercialization plans for connected equipment and digital.

  • Partnering with 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.

Leadership Responsibilities:

  • Directly supervises BAS sales team, BAS Estimators & BAS Project Developers. Carries out supervisory responsibilities in accordance with the organizations 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.

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.