Account Manager - Equipment - ReqCode 519666

Responsible for developing long-term customer relationships, maximum account penetration & customer retention primarily with mechanical contractor, possibly some consulting engineer/architect accounts.

* Utilizes Account Management process to identify key customers & develop action plans to grow accts.
* Identifies potential opportunities with existing & new customers
* Converts leads into opportinities by assigning appropriate sales process, identifying required project team members, making assignments, & communicating next steps in process.
* Develop relationships with multiple buying influences in customer's organization. Potential contacts include project managers, project engineers, construction, purchasing, & accounts payable.
* Gathers & validates preliminary information & performs facility walk-throughs, construction plan reviews, etc.
* Determines project needs, constraints, & is responsible for meeting customer's HVAC system design & install requirements.
* Develops, evaluates, & discusses possible solutions with customer.
* Responsible for some project take-off, selection, pricing, & for the integration of equipment, controls, & service.
* Responsible for proposal preparation & review.
* Validates the preliminary proposal with customer.
* Determines proposal price & selling strategy.
* Reviews & compares contract terms & conditions with Trane contract standards.
* Presents proposal & negotiates price, terms, & conditions with customers.
* Follows up with buying influences.
* Resolves major deviations from scope with team after Project Scope Validation.
* Provides total account business activity reports & annual forecasts.
* Coordinates with consulting engineers in writing project specs.
* Coordinates with Estimators in interpretation of specs & for the preperation of proposals.
* Flexibility to work outside normal work hours.
EDUCATION and/or EXPERIENCE
Bachelor's degree in engineering, business or equivalent from four-year college or university; completion of the Trane graduate training course, ideal; or equivalent combination of education and experience.