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Posted: Monday, January 8, 2018 3:34 AM

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

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.


Responsible for developing long-term customerrelationships and maximizing account penetration and customer retention withcontractor and consulting engineer/architect accounts.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following. Other functions may be assigned.

* Utilizes Account management process to identifykey customers and to develop specific action plans to grow identified accounts.

* Identifies potential opportunities with existingand new customers.

* Collects project data and compares to theoffice's capabilities.

* Converts leads into opportunities by assigningthe appropriate sales process, identifying the required project team members,making assignments, and communicating the next steps in the process.

* Develops relationships with multiple buyinginfluences in the customer's organization, including project managers, projectengineers, construction, purchasing, and accounts payable.

* Gathers and validates preliminary informationand performs facility walkthrough, construction plan review or otherrequirements.

* Determines project needs, constraints, and responsibilitiesto meet all of the customer's HVAC system design and installationrequirements.

* Develops, evaluates, and discusses possiblesolutions with customer.

* Develops preliminary project fulfillmentschedule.

* Responsible for project take-off, selection,pricing, and integration of equipment, controls, and services.

* Responsible for the preparation and review ofthe proposal.

* Validates the preliminary proposal withcustomer.

* Determines proposal price and selling strategy.

* Reviews and compares contract terms andconditions with Trane contract standards.

* Presents the proposal and negotiates price,terms, and conditions with customer.

* Follows up with buying influences.

* Prepares transition documents and communicatesproject readiness for assignment to operations team.

* Resolves major deviations from scope with teamafter Project Scope Validation.

* Determines needs, develops and executes anaccount specific business plan to identify the long term, mutual supportrequirements required to facilitate a strong, profitable and successfulpartnership.

* Provides total account business activity reportsand annual forecasts.

* Provides knowledge and consultation in the formof developing HVAC system related solutions for the customer's problems,including financial and performance-based considerations.

* Consistently ascertains customer needs andcurrent market opportunities. Assembles,coordinates and interacts with sales team as needed for customer penetrationand project acquisition.

* Coordinates with consulting engineers in writingproject specifications.

* Coordinates with Estimators in theinterpretation of specifications and preparation of proposals.

* Responds tocustomer needs by identifying systems, products, generating quotes and closingorders.

* Authorizesreplacement, credit, or refund as necessary to facilitate the refund/exchangeprocess including negotiation of back charges and customer disputes.

* Assistscustomers in answering technical questions on HVAC systems, Trane products, andsystem application alternative, BAS, installation, operation, maintenance, andproblem resolution.

* Recommendsaccount assignments within the team.

* Responsiblefor coordinating account coverage (assigning primary and secondary AccountManagers) and maximizing share of available customer business.

* AssistsSales Manager in performance monitoring and appraisal of team members.

* Responsiblefor coaching and mentoring team members.

* Responsiblefor communication flow between team members and business leadership team.

* Schedules,coordinates, plans, and leads team meetings on a regular basis.

* Flexibilityto work outside normal work hours, as required.


May directly supervise sales support personnel. Carries out supervisory responsibilities inaccordance with the organization's policies and applicable laws. Responsibilities may include interviewing andtraining employees; planning, assigning, and directing work, and performanceappraisals.


Toperform this job successfully, an individual must be able to perform eachessential duty satisfactorily. The requirements listed below are representativeof the knowledge, skill, and/or ability required. Reasonable accommodations may be made toenable individuals with disabilities to perform the essential functions.


Bachelor's degree in engineering, business or equivalent from four-yearcollege or university; completion of the Trane graduate training course; orequivalent combination of education and experience.

Must possess a valid driver's license for a minimum of 12 months, with no major or frequent traffic violations including, but not limited to:

oDUI in the previous 5 years

oHit & Run, License Suspension, Reckless / Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years.

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.




• Location: Salt Lake City

• Post ID: 17946442 saltlakecity is an interactive computer service that enables access by multiple users and should not be treated as the publisher or speaker of any information provided by another information content provider. © 2018