Pacific Coast Trane · 8 hours ago
Account Manager - Sales Engineer
Sunnyvale, CA
Full-time
Onsite
Mid LevelPacific Coast Trane is one of Trane’s top districts in the HVAC market, located in the San Francisco Bay area. They are seeking experienced Account Managers to develop long-term customer relationships and maximize account penetration and retention with contractor and consulting engineer/architect accounts.
Facility ManagementHeating Ventilation and Air Conditioning (HVAC)IndustrialProfessional ServicesService Industry
Responsibilities
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 project team members, making assignments, and communicating the next steps in the process
Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable
Gathers and validates preliminary information and performs facility walkthrough, construction plan review or other requirements
Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements
Develops, evaluates, and discusses possible solutions with customer
Develops preliminary project fulfillment schedule
Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services
Responsible for the preparation and review of the proposal
Validates the preliminary proposal with customer
Determines proposal price and selling strategy
Reviews and compares contract terms and conditions with Trane contract standards
Presents the proposal and negotiates price, terms, and conditions with 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
Determines needs, 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 activity reports and annual forecasts
Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations
Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition
Coordinates with consulting engineers in writing project specifications
Coordinates with Estimators in the interpretation of specifications and preparation of proposals
Responds to customer needs by identifying systems, products, generating quotes and closing orders
Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of backcharges and customer disputes
Assists customers in answering technical questions on HVAC systems, Trane products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution
Flexibility to work outside normal work hours, as required
May directly supervise sales support personnel. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities may include interviewing and training employees; planning, assigning, and directing work, and performance appraisals
Qualification
Required
Bachelor's degree in engineering, business or equivalent from four-year college or university
Completion of the Trane graduate training course
Equivalent combination of education and experience
Benefits
Healthcare
Dental
Vision
Company
Pacific Coast Trane
Pacific Coast Trane provides integrated comfort systems with energy solutions, commercial services, air handling systems, and HVAC training.
Founded in 1984
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
Dennis Coonan
Chief Financial Officer
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