Reporting to the Vice President of Digital CHVAC Americas and matrix to the Region VPGM, this role partners and collaborates with the Digital and Control PGT (Product Growth Team) and key regional business and sales leaders to drive offering development and commercialization and is responsible for the overall P&L related to the Digital and Controls’ portfolio in the Region. 

This role partners with regional sales offices to fulfill the vision of selling Trane Digital and Controls offerings on every project.

The successful candidate possesses strong business and executive-level leadership acumen, a background in strategy and product development and execution in complex B2B environments, along with a proven track record of achieving sales targets and driving business growth. Foundational knowledge of Digital and Controls solutions is beneficial.

Responsibilities

·       OFFERING STRATEGY | Leverage market intelligence, competitive data, and voice of customer to develop the Digital and Controls offering strategy and roadmap for the Region.

·       OFFERING DEVELOPMENT & COMMERCIALIZATION | Work with the PGT and regional teams to execute the offering roadmap, launch and commercialize new offerings across the Region.

·       SALES STRATEGY | Drive the development and execution of the strategy of “leading with Trane Digital offerings”. Collaborate with sales teams to position and sell Trane Digital and Controls offerings on every customer’s project and engage directly with customers when needed. Collaborate with sales teams to develop sales strategies and bottom-up plans to achieve Digital and Controls’ sales targets.

·       SALES COACHING | Develop a deep understanding of existing offerings and communicate their value. Coach sales teams to use a consultative, outcome-based selling approach to meet customer needs. Monitor and assess sales teams’ performance, providing feedback and corrective actions. Foster a culture of accountability, innovation and continuous improvement.

·       SPECIFICATIONS & UPSELLING | Collaborate with regional teams to develop engineering specifications and make Trane Digital and Controls offerings the basis of design and preference within the engineering community (“Day 1 wins”) and upsell Trane Digital and Controls offerings to building owners / managers throughout the lifecycle of building ownership (“Day 2 wins”).

·       VOICE OF CUSTOMERS | Lead Voice Of Customer / Voice Of Sales and feed requirements into the Digital and Controls PGT and offerings’ roadmap.

·       REPORTING | Provide regular updates to the Digital and Region’s SLT and other key-stakeholders, including Monthly Operating Reviews and Quarterly Business Reviews.

·       PLANNING | Own the Long-Range Plan (LRP) and Annual Operating Plan (AOP) for Digital and Controls for the Region. Maintain accurate sales forecasting for business planning, oversee sales pipeline to align with growth targets, and use data analytics to monitor performance and drive growth.

Candidate Profile

·       10+ years of experience in Product Management and Sales leadership, preferably in software (SaaS), with clear P&L accountability

·       Proven track record of strategy and offering development and execution leading to business growth

·       Proven track record of leading and / or collaborating with sales teams to achieve sales targets

·       Bachelor’s degree in engineering or related technical field

·       Strong leadership and team development skills

·       Exceptional communication, negotiation and collaboration skills

·       Understanding of building management, HVAC or energy management solutions preferred

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.