Outside Territory Account Manager - Light Commercial Unitary - TRANE HVAC

Ingersoll Rand - Calgary, AB (30+ days ago)

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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 http://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.


TRANE is hiring a Light Commercial HVAC Equipment Account Manager for our Calgary Alberta office!

As an LCU Account Manager , you will be responsible for all functions relating to developing new Light Commercial Equipment customer relationships and strengthening our existing customer base to ensure maximum account penetration and customer retention. Targeted products include Light Commercial Unitary 3-25 tons, replacement/service parts and supplies, and small packaged heating, cooling, and ventilation equipment for use on commercial applications.

The following are more examples of the responsibilities of a LCU Account Manager.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Strategy Duties:
Develop long term relationships throughout the assigned territory with contractors and building owners.
Research and provide competitive unitary equipment and parts/supplies sales data.
Facilitate introductions of key customer contacts to other Trane sales teams for specific opportunity development. May partner with other Trane account managers to provide bundled solutions to customers
Develops strong relationships with key internal customer support teams.
Collect requested customer and quote follow-up data in order to support LCUR growth initiatives.

New Customer Growth Duties:
Function as a sales and marketing representative and liaison between customers and the Commercial District Sales Office
Assess current market opportunities to identify key customers
Develop new customer accounts by cold-calling various businesses in their territory.

Customer Maintenance / Sustainment Duties:
Develop good working relationships with existing customers and develop specific action plans to grow targeted accounts.
Perform quote follow up standard work and provide critical information when Trane does not win the bid, in order to support continuous improvement efforts.
Establish systematic customer contact to provide on-going information and relationship building.
Develops relationships with multiple buying influences in the customer's organization, including project managers, project engineers, construction, purchasing, and accounts payable.
Partner with Inside LCU Teams on pricing and proposal creation tasks. (Using CRM, Job Center. LYNX and TOPSS.)
Partner with Inside LCU Teams on ordering, fufilling and expediting tasks. (Using FOE and PeopleSoft Projects.)


Demonstrated competency in consultative, relationship, listening, and selling skills
Demonstrated proficiency in business and problem solving skills (including at the consumer level)
Highly self-motivated, goal oriented
Demonstrated proficiency in planning, organizing, and prioritizing
Flexibility to work overtime/weekends, as required.


Associate's degree (A. A.) or equivalent from two-year College or technical school; and a minimum of 3 years of sales or related experience; or equivalent combination of education and sales experience.
Preferred Degree in Business, Engineering, or Technology
Demonstrated knowledge of HVAC products and HVAC systems applications preferred.
Knowledge of/Training in Lynx, CRM, PeopleSoft and TOPSS systems preferred

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.