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Account Manager - Controls | Ingersoll Rand | Hunt Valley, MD
Trane, a division of Ingersoll Rand, a company whose people and
businesses around the world create progress for our customers in the
global climate control, air conditioning and heating, industrial and
security markets. These markets continue to expand as they address
growing needs in developed and developing economies alike. Our products,
systems and solutions increase the efficiency and productivity of
industrial, commercial operations, homes, and improve the security,
safety, health and comfort of people around the world. We have
opportunities for career growth through our diverse businesses, which
manufacture many well-recognized brands including Club Car, Hussmann,
Ingersoll Rand, Schlage, Thermo King and Trane. In every line of
business - Ingersoll Rand enables companies and their customers to
inspire progress. For more information about Ingersoll Rand visit
http://www.ingersollrand.com.
Traneprovides heating, ventilation and air conditioning systems that
enhance the quality and comfort of the air in homes and buildings around
the world. Its offerings, under the Trane and American Standard Heating
& Air Conditioning brands, include energy efficient systems, service
and parts support and advanced building controls.
Resp for developing cutomer relationships & maximizing acct
penetration & customer retention w/ bldg owners w/ goal of
increasing controls systems & hardware sales for sales office. Acct
Mgr may also be subject matter expert in controls to support work or act
as Acct Mgr w/ contractors & consulting engineer/architect accts.
- Identifies potential oppt w/ existing & new customers.
- Collects project data & compares to office's capabilities.
- Converts leads into oppt by assigning appropriate sales process, identifying appropriate contact w/in customer's organization, identifying req'd sales team members, making assignments, & communicating next steps in process.
- Develops relationships w/ buying influences in customer's organization, inc executive level customers, facility mgrs, project mgrs, project engineers, construction & purchasing.
- Gathers & validates preliminary info & performs facility walk-through, construction plan review or other req's.
- Determines project needs, constraints, & resp to meet all of customer's HVAC system design & installation req's.
- Develops, evaluates, & discusses possible solutions w/ customer.
- Develops project fulfillment schedule w/ project team.
- Selects, prices, & integrates equip, controls, & services for project as needed.
- Prepares, finalizes & reviews preliminary proposal.
- Validates preliminary offering w/ customer.
- Determines proposal price & selling strategy.
- Prepares & reviews contract terms & conditions using standard Trane contract templates when applicable.
- Presents proposal & negotiates price, terms, & conditions w/ customer.
- Follows up w/ buying influences.
- Prepares transition documents & communicates project readiness for assignment to operations team.
- Resolves major deviations from scope w/ team after Project Scope Validation.
- Develops & executes acct specific business plan to identify long-term, mutual support req's req to facilitate strong, profitable & successful partnership.
- Provides total acct business activity reports & annual forecasts.
- Provides knowledge & consultation in form of developing facility-related solutions for customer's problems, incl financial & performance-based considerations.
- Facilitates financing & legal/contract review process.
- Meets or exceeds gross margin req's.
- Flexibility to work outside normal work hours, as req.
JOB REQUIREMENTS:
Bachelor's degree in engineering, business or
equivalent from four-year college or university; completion of the Trane
graduate training course (preferred) and 4-10 years relevant experience;
or equivalent combination of education and experience.
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.
Ingersoll Rand provides a benchmark competitive benefits and
compensation package, including a tuition reimbursement program highly
competitive 401(k) benefits, and a friendly and rewarding work
environment.
Ingersoll Rand is committed to a diverse workforce and is an Equal
Opportunity Employer.
To apply for this position, please copy and paste the following link
into your browser address bar:
http://ingersollrand.contacthr.com/21927507
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