Technical Sales Manager

Boland Trane Associates & Boland Trane Services•Gaithersburg, MD

4d•Hybrid

About The Position

Boland is a leading HVAC and building systems provider serving the DC, Maryland, and Northern Virginia region. We deliver sustainable, energy-efficient solutions to commercial, industrial, and institutional clients. Why Boland: Named " Best Place to Work " by Washington Business Journal 18 times Industry leader in advanced HVAC technology Strong culture of training, growth, and support Technical Sales Manager : Functions as district sales leader for business sold through the design and construction channel. Responsible for leading a sales team that develops and maintains long-term client relationships and maximizes account penetration and client retention with contractors, consulting engineers, architects, and construction managers. Responsible for all the processes and functions required for ensuring the success of the team and client satisfaction. Job Type: Full-time Workplace Type: Hybrid: Flex for your day, 3 days per week in person Office Location: Gaithersburg, MD FLSA Status: Exempt What you will do: Overall responsibility for the following functions: client and district sales management, new client acquisition, client satisfaction measurement, price management, sales promotion, maximizing account penetration, market penetration, client retention, hiring and on-boarding of new sales associates, continued assessment of skills and administering necessary training, setting quotas, accurate sales forecasting and consistent use of sales tools and systems. Achieving annual objectives regarding profit, volume, margins, business mix, and share. Monitor, measure, and modify process and process measurements to effectively and efficiently meet client needs. Responsible for determining ancillary product needs and managing those product relationships that complement Trane core products. Promoting controls sales, including coordination with Control Sales Technical Support and Contracting and Controls Fulfillment Leader. Promoting all Systems linkage Programs: including In-Warranty-Service Agreements, Digital Services, and Service contracts. Assembles high-performance teams and interacts with Account Managers with differing business development requirements, client focus, experience, sales cycles, and product portfolios. Required to interact with the Equipment Fulfillment Manager to ensure smooth hand-off of projects to the Project Fulfillment processes. Utilizing established Talent Development process, conducts performance appraisals in concert with Account Team Leaders to identify developmental needs, validate performance versus goals and objectives, recommend promotions, training, and disciplinary actions. Administer sales compensation plans within company guidelines. Manages ongoing performance by monitoring and coaching Account Managers' effectiveness and efficiency in relation to project attainments, client service, client relationship development, and business profitability. Maintains client satisfaction by investigating concerns, implementing corrective action, and communicating with clients and sales team as needed. Leads the development and execution of the sales business plan. Responsible for modeling and reinforcing the business's vision, mission, business values, and people values. Flexibility to work outside normal work hours, as required. Other duties as assigned

Requirements

Bachelor's degree in engineering, business, or related degree from a four-year college or university
10 years of relevant industry sales experience
5 years of relevant experience in a technical sales leadership role preferred
MS Office knowledge (Outlook, Excel, Power BI, PPT, Word), Salesforce knowledge preferred
Ability to read, analyze, and interpret common business and technical journals, financial reports, and legal documents
Ability to respond to common inquiries or complaints from clients, regulatory agencies, or members of the business community
Ability to write speeches and articles for publication that conform to prescribed style and format
Ability to effectively present information to top management, public groups, and/or boards of directors
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry
Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations
Ability to define problems, collect data, establish facts, and draw valid conclusions
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables
Valid driver's license and proof of active auto insurance
Regularly required to use hands to operate computer keyboard, telephone, and effectively communicate with others
Frequently required to sit and reach with hands and arms
Occasionally required to stand, walk, stoop, or kneel
Must occasionally lift and/or move up to 25 pounds
Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and the ability to adjust focus

Nice To Haves

Masters degree preferred
5 years of relevant experience in a technical sales leadership role preferred
MS Office knowledge (Outlook, Excel, Power BI, PPT, Word), Salesforce knowledge preferred

Responsibilities

client and district sales management
new client acquisition
client satisfaction measurement
price management
sales promotion
maximizing account penetration
market penetration
client retention
hiring and on-boarding of new sales associates
continued assessment of skills and administering necessary training
setting quotas
accurate sales forecasting and consistent use of sales tools and systems
Achieving annual objectives regarding profit, volume, margins, business mix, and share
Monitor, measure, and modify process and process measurements to effectively and efficiently meet client needs
Responsible for determining ancillary product needs and managing those product relationships that complement Trane core products
Promoting controls sales, including coordination with Control Sales Technical Support and Contracting and Controls Fulfillment Leader
Promoting all Systems linkage Programs: including In-Warranty-Service Agreements, Digital Services, and Service contracts
Assembles high-performance teams and interacts with Account Managers with differing business development requirements, client focus, experience, sales cycles, and product portfolios
Required to interact with the Equipment Fulfillment Manager to ensure smooth hand-off of projects to the Project Fulfillment processes
Utilizing established Talent Development process, conducts performance appraisals in concert with Account Team Leaders to identify developmental needs, validate performance versus goals and objectives, recommend promotions, training, and disciplinary actions
Administer sales compensation plans within company guidelines
Manages ongoing performance by monitoring and coaching Account Managers' effectiveness and efficiency in relation to project attainments, client service, client relationship development, and business profitability
Maintains client satisfaction by investigating concerns, implementing corrective action, and communicating with clients and sales team as needed
Leads the development and execution of the sales business plan
Responsible for modeling and reinforcing the business's vision, mission, business values, and people values
Flexibility to work outside normal work hours, as required
Other duties as assigned