HVAC Sales Leader - Buffalo Trane
Company: Ingersoll Rand
Posted on: March 18, 2019
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-including Club Car -- , Ingersoll Rand -- , Thermo King -- , Trane -- , American Standard -- Heating & Air Conditioning and ARO -- - 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, visit www.ingersollrand.com . Ingersoll Rand is a diverse and inclusive environment. We are an equal opportunity employer, dedicated to hiring a diverse workforce; including individuals with disabilities and United States qualified protected veterans. HVAC Sales Leader - Buffalo Trane Trane is looking for a dynamic sales leader to drive business growth for our Buffalo, NY location. Job Summary: This position is responsible for business pipeline development and long-term growth strategies for the sales team includingthe direct management of 7-10 account managers.As the General Sales Leader/Manager you will formulate and implement the sales strategies to grow overall sales revenue to meet all CSO business streams, and expanded market share, with an emphasis on coaching direct reports. The position is also responsible for supporting successful implementation of commercial business programs driven at the business unit level. We're looking for someone well rounded in the HVAC Industry: If you have proven experience selling HVAC equipment and/or DDC Building AutomationSystems, mechanical retrofits/turnkey solutions, or experience in performance contracting and have proven experience leading a sales team as a Sales Manager or Sales Team Leader,this could be the next opportunity for you Responsibilities Include, butare not limited to: Generate Revenue Growth through sale of HVAC equipment, controls, contracting, retrofits, and long-term service agreements. Lead and enable the sales team to achieve strategic sales goals related to revenue generation, profit attainment, and growth goals including market share through utilization of effective sales management process. Prevent or resolve any sales channel conflicts. Plan for long-term strategic growth initiatives. Development, articulation and execution of sales business plan, strategies and tactics, ensuring that Revenue Targets for all Business Streams are achieved. Stay current on market intelligence and develop relationships within the industry to increase external awareness of the competitive landscape. Analyze and respond to trends occurring as you implement strategy to gain market share. Coordinate with marketing and other internal resources as necessary to resolve problems involving pricing, product specifications, and warranties. Ensure success of marketing programs through the departments. Drives the opportunity management, account management and forecasting processes. Effectively coach, counsel, train and develop all sales professional.Drive continuous improvement through company performance management and personal development processes, as well as sales-focusedmentoring programs. Assembles high performance teams and interacts with Account Managers with differing business development requirements, customer focus, experience, sales cycles, and product portfolios. Account alignment and distribution enabling maximum coverage and growth. Able to recognize where growth resources are needed and build an effective business case to support the strategy. Analyze Target Account requirements and develop penetration plans to increase market share. Develop and maintain long-term customer relationships with contractors and consulting engineer/architect accounts. Earn Customer Loyalty by utilizing customer survey Information and lead generation process to ensure proper procedures/actions are in place to drive and continuously improve customer satisfaction. Offer VOC input to Product Management and Engineering in the development of new market offerings and solutions. Supervisory Responsibilities: Responsible for the overall direction, coordination, and evaluation of the sales process. Directly supervises sales personnel. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; coaching and mentoring employees; addressing complaints and resolving problems. Minimum Qualifications: Bachelor's degree in engineering, business or related degree from four-year college or university; and five (5) years related experience in a sales leadership role; or equivalent combination of education and experience. Strong knowledge with the operation of Energy Management Systems, or HVAC Systems and/or Temperature Controls, Energy Solutions, and/or Process Control Management strongly preferred. 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 Critical Competencies / Skills / Qualifications: 1) Individual ideally will have 10-15 years of sales experience, and must have a minimum of 5-10 years of products sales experience, preferably with a diverse equipment product portfolio including services offerings. 2) Sales Professional Skills implementation and aligned of SPX/SMX core Principles. 3) A strategic business mindset is essential. Vision, and the ability to develop plans for the long-term growth is essential for success. 4) Data-driven analysis will be needed to determine which customers and strategies have the greatest return for the business. 5) Requires ability to understand business financials, market segmentation, customer requirements, and ongoing trends affecting the business. 6) Demonstrated leadership capability is required to motivate and mentor sales force.Mentoring and training for all sales people with a range of experience is necessary for growth. 7) Strong communication and negotiation skills, and the flexibility to adapt those to different levels, will be key. The managerneeds to be viewed as an expert resource and partner by the customer, a leader by their team, and a collaborator by the internal office staff who supports their sales with operations and service. 8) Influencing skills are needed to gain support from functional areas in the business outside of the district office team. 9) Travel 10% 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.
Keywords: Ingersoll Rand, Buffalo , HVAC Sales Leader - Buffalo Trane, Professions , Buffalo, New York
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