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Global Strategic Account Executive-Life Science Solutions-REMOTE
About the position
Trane Technologies has an exciting new opportunity to join our organization as a Global Key Account Sales Executive in our Life Science Solutions equipment and services business! This role will be highly visible with exposure to the Life Sciences corporate leadership team, and executive decision-makers at the global account level for our life sciences solutions. The Global Key account sales executive will own and execute global account strategy and relationship management for our largest Pharma, biotech, academic/research, and CDMO customers; in addition to driving alignment and streamlining process for global account profile targeting and value creation working closely with a broad network of internal stakeholders to evolve our customer experience and brand awareness through marketing and field activities. In addition, this role will lead negotiation of complex contracts, and drive market share growth opportunities across the Trane Life Sciences portfolio. The key account sales executive will add value by interpreting internal and external business challenges and recommending best practices to improve products, processes or services. Collaborates across commercial teams to develop strong relationships and improve sales efficiency. The role will also support strategic projects when needed. The successful candidate will be respected among high level decision makers in our industry as a “trusted advisor” and will have the ability to communicate a crisp vision of what Trane technologies brings to the Life Sciences space.
Responsibilities
- Lead and develop strategic account business reviews/contract value creation internally with sales leadership and business leaders at Trane to ensure financial targets are achieved.
- Leverage CRM and reporting tools to provide visibility to new account leads, relationship expansion, and funnel health to internal stakeholders.
- Exhibit a strong command of customer needs and market opportunities to position our solutions as well as provide input into the larger organization’s future roadmaps / plans.
- Be the ambassador of the account to drive ongoing innovation within life sciences.
- Partner with internal sales operations leadership to optimize and evolve the business development process to identify and cultivate repeatable segment solutions to drive successful new funnel opportunities for Trane Life Sciences.
- Leverage industry knowledge and business acumen to gain access to executive, enterprise-level decision makers; create and maintain trusted sustainable relationships.
- Lead the process to significantly grow sales in key accounts.
- Collaborate with sales leadership and regional sales teams to create compelling and effective strategic business plans both locally and globally.
- Hold themselves and local sales teams accountable.
- Negotiate committed, long term agreements with accounts that drive value across the life science portfolio.
- Interpret internal and external business challenges and recommending best practices to improve products, processes or services.
- Collaborate across commercial teams to develop strong relationships and improve sales efficiency.
- Support strategic projects when needed.
Requirements
- A minimum of 5 years of business development and solution sales experience required.
- Bachelor's degree required.
- Proven success managing high value strategic accounts within complex and translating customer strategy and goals to develop high value customer-centric solutions.
- Driven to succeed: shows initiative and determination to target and penetrate new, complex life science accounts and creates value by effectively demonstrating how Trane Life Science solutions deliver unique benefits.
- Strong collaborator both internally and externally. Able to make business connections, develop and maintain long-term strategic business relationships at all levels within the account and with Trane business leaders.
- Applied use of disciplined strategic account sales processes and demonstrated success in penetrating new, complex accounts.
- Ability to accurately forecast future opportunities.
- Strong negotiation skills and business acumen: able to assert ideas and persuade end users, financial buyers, executive stakeholders in areas of price negotiations, contract terms, product configurations.
- Exhibits persuasive, strategic selling skills, influences the customer to take action by effectively demonstrating how Trane Life Science products are unique and valued over other industry participants.
- Demonstrates flexibility in being open to change and new information; adapts behavior and work methods in response to new information, changing conditions or unexpected obstacles. Adjusts rapidly to new situations warranting attention and resolution.
Nice-to-haves
- Sales experience in cold storage, process equipment, or directly to large pharmaceutical customers in the Life Sciences market space preferred.
- Sales experience in Bioproduction, Drug Substance manufacturing, biotechnology, large biopharma customers specifically with exposure to biologic drug development and drug substance process equipment needs and utilization in the Life Sciences market space preferred.
- Life Sciences, Engineering, technology, science, or business field preferred.
Benefits
- Health insurance
- Holistic wellness programs that include generous incentives
- Family building benefits include fertility coverage and adoption/surrogacy assistance.
- 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
- 15 vacation days
- 9 paid holidays
- 3 floating holidays
- Sick leave
- Additional options to support volunteer and parental leave.
- Educational and training opportunities through company programs
- Tuition assistance
- Student debt support
