Account Manager

3 weeks ago

Perth, Australia Trane Technologies Full time

At Trane TechnologiesTM and through our businesses including Trane® and Thermo King®, we create innovative climate solutions for buildings, homes, and transportation that challenge what’s possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.

Position: Sales Engineer

Region: WA

Reporting to: National Sales Manager - Process and Industrial Products.

Purpose of Position:
To promote the company’s range of products and technologies to new and existing customers.
- To influence customer buying behaviour
- To achieve sales targets and sales KPI’s
- To develop enduring commercial and technical relationships with customers and decision makers
- To ensure selling prices, transactions and quotations adhere to company policy.
- To exploit all opportunities for market development
- To ensure the company image is maintained and upheld at all times.

Major Challenges:
Engaging with customers and decision makers/influencers in a manner that positions MTA technology, products, expertise, and capability at the forefront of customers’ minds.

Meeting and exceeding sales targets and KPI’s across the full product portfolio exploiting all market opportunities, keeping abreast of all technical and product developments, comprehensive market, and product knowledge.

Collaboration with all internal stakeholders to achieve the Company’s business objectives.

Responsibilities & Duties:

- Achieve order, sales, and revenue targets as per the region sales budget.
- Achieve defined productivity KPI’s (call rates, quote volume, win rates, etc)
- Maintain quality relationships between the Company and its customers.
- Actively promote MTA products, solutions, and capabilities to customers
- Educate customers on industry best practice and MTA solutions.
- Collaborate with decision makers/influencers to achieve specification of MTA/Industrial Cooling Solutions.
- Achieve complete, efficient, and effective coverage of the territory assigned.
- Ensure that an adequate Prospect List is maintained and updated monthly, and that a Quotation list is maintained.
- Ensure that sales calls and promotional activity are effectively planned and executed.
- Collaborate with other members of the sales development team to ensure cross-territory sales opportunities are professionally pursued.
- Collaborate with internal support staff to ensure sales and business development objectives are achieved efficiently and effectively.
- Provide assistance to sales operations, finance and supply chain staff as requested with respect to the business relationship between Trane Technologies and our customers.
- Take all steps necessary to ensure complete security of, and maintenance of, Company property, including Price Lists, Literature, equipment, etc.
- Report on all competitive activities likely to affect the Company business.
- Actively contribute to sales meetings
- Ensure that all transactions adhere to Company policy covering selling prices, terms of payment, warranty, commissioning, and other relevant aspects as per TTK’s conditions of sale.
- Ensure appropriate company documentation is fully completed and an official order is received from the customer
- Ensure all activity reports, order forecasts, lost business reports, expense claims, and any other reports and tasks required by management are completed and submitted by the due date.
- At all times ensure that dress and appearance is presentable, that company policy is well understood, and that the Company’s business is carried out in an efficient and professional manner.
- organizing and / or assisting with commercial activities (including fairs, factory visits)

Measuring points (Key Performance Indicators)
- achieve set objectives.
- achieve the set margin.
- realize Service Sales Annual Plan and contribute to AOP
- quotations issued.
- value orders
- customer visits
- customer satisfaction

Work Experience, skills and qualifications:

- A minimum of 3 years sales experience, preferably in a similar industry
- Product and market knowledge
- Understanding of Sales concepts and techniques
- Commercial insight
- Customer friendly and customer-oriented, able to build good relationships with customers.
- Excellent knowledge of Microsoft office apps and well versed in use of computers.
- Experience in developing relationships with consultants, contractors, and end users.
- Ideally a degree/technical/trade qualification - preferably in mechanical or electrical engineering
- Knowledge of water chillers and chiller based systems would be desirable
- Valid Drivers Licence
- Works accurately and punctually
- Driven and involved.
- Can set priorities.
- Works well in a team
- Studious
- Cost Conscious

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity emplo

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