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At Trane TechnologiesTM (https://www.tranetechnologies.com) and through our businesses including Trane® (https://www.trane.com) and Thermo King® (https://www.Thermoking.com) , 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.

Job Summary

The Regional Business Manager is responsible for the achievement of Helmer’s annual financial goals and profitable revenue growth as assigned by driving key account sales to meet quotas within geographic proximity. Responsibilities include establishing and maintaining profitable relationships with customers on behalf of the company and for actively prospecting for new accounts and maximizing sales potential. Regional Business Managers manage and process all key account communications and campaigns (prospecting leads, sales calls, quotes, contracting, etc.) while complying with current pricing guidelines and management direction.

Thrive at home and at work:

• 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) !

Where is the work: This position has been designated as remote within geography of MD, VA, NC, and Washington DC.

What you will do:

The Regional Business Manager:

• Is responsible for the achievement of Helmer’s annual financial goals and profitable revenue growth as assigned within key account quotas in geographic proximity.

• Establishes and maintains profitable relationships with customers on behalf of the company.

• Is actively prospecting for new accounts and maximizing sales potential.

• Manages and processes all key account communications and campaigns (prospecting leads, sales calls, quotes, contracting, etc.) while complying with current pricing guidelines and management direction.

What you will bring:

• Relative Work Experience: Minimum 5 years of direct capital equipment selling experience in a healthcare environment (hospital, clinic, physician office, lab and/or life science research) with contracting experience.

• Education: BS degree in related field preferred.

• Computer Systems / Software: Proficient in Microsoft Office Suite. Experience with CRM preferred.

• Must have and maintain an acceptable driving record as determined by our insurance company, hold a valid driver’s license and maintain appropriate auto insurance.

• Demonstrates strategic selling skills for complex account management which include all phases of the account management process from prospecting complex clinical healthcare entities to building long term relationships for consistent business growth.

• Proactively develops customer relationships by making efforts to listen to and understand internal/external customers; demonstrated ability to engage, develop and maintain a network of relevant contacts for the purpose and benefit of advancing work related goals.

• Demonstrates ability to plan and prioritize work; assess work requirements; make timely and appropriate decisions; use good judgment; meet time commitments.

• Demonstrates flexibility in being open to change and new information; adapts behavior and work methods in response to new information, changing conditions or unexpected obstacles. Adjusts rapidly to new situations warranting attention and resolution. Ability to handle pressure of tight deadlines.

• Demonstrates leadership: acts as role model, encourages teamwork, supports broader organizational initiatives.

• Territory Management: Investing time properly in the assigned territory and focusing attention on the targeted accounts with the greatest potential for business growth and influence.

• Drive to succeed: shows initiative and determination to win.

• Independence/Autonomy: Field based Key Account Managers are trusted to work with minimal supervision; communicating progress and results without being asked while effectively carrying out work responsibilities.

• Demonstrates persuasive selling skills: influencing the customer to take action by effectively demonstrating how Helmer products are unique and valued over other industry participants.

• Effective presentation skills: The Key Account Manager will be presenting to prospective clients on a regular basis and should exhibit the ability to capture an audience’s attention and deliver a message in an impactful way.

• Thinks strategically: considers a broad range of internal and external actors when solving problems and making decisions. Uses information about the market and competitors to sell value for Helmer products.

• Financial Acumen: Understands the financial issues related to the healthcare market and can present complex financial models to customers; analytical ability.

• Strong negotiation skills and business acumen: able to assert ideas and persuade others in a clear and compelling manner. Areas include price negotiation, terms, and product configurations with end users, purchasing agents, and executive stakeholders while remaining compliant with Helmer policies.

• Uses sales process: Follows Helmer’s standardized sales process for approach, interview, demonstrate, validate, negotiate, and close of complex accounts. Key Account Manager navigates these stages consistently with each key contact and maintains accurately information in the CRM system.

Haven’t done every single thing in the job description? At Trane Technologies, we are just as interested in your capabilities as your prior work experience. So, if you are excited about this role but your past work experience doesn’t align perfectly with everything in the job description, we encourage you to apply anyway. You may just be the best person for this role.

Compensation:

Total Target Compensation: Range is $130,000 - $185,000 inclusive of base and incentive with uncapped potential.

Total Target Cash represents a mix of fixed base salary plus payment from sales commissions. Sales commissions plans are uncapped plans.

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). Our prosperous commission plans grow over time with a successful employee’s growing pipeline. Some sales professionals may eventually move to 100% commission.

Equal Employment Opportunity:

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.