Channel Account Manager

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.

What’s In It For You

Be a part of our mission! As a world leader in creating comfortable, sustainable, and efficient environments, it’s our responsibility to put the planet first. For us at Trane Technologies, sustainability is not just how we do business—it is our business. Do you dare to look at the world's challenges and see impactful possibilities? Do you want to contribute to making a better future? If the answer is yes, we invite you to consider joining us in boldly challenging what’s possible for a sustainable world.

Thrive At Work And At Home

• Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!
• 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.
• Paid time off, including in support of volunteer and parental leave needs.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.
• Learn more about our benefits here!
  
  

Where Is The Work

This position is virtual.

What You Will Do

The Channel Account Manager in Life Science Solutions at Trane Technologies is a highly experienced and driven sales professional responsible for managing and growing a defined territory of named channel accounts. This role requires a proven track record of success in sales, specifically within healthcare, pharmacy, or biosciences sectors. The Chanel Account Manager will work autonomously to meet or exceed sales goals, engage with executive-level decision-makers (C-suite, directors, and VPs), and drive new business development. This individual will be expected to take ownership of their sales process, manage customer relationships, and provide valuable insights that contribute to company growth.

Sales Leadership and Territory Management

• Manage and grow a designated territory of named channel accounts by proactively seeking new business opportunities and cultivating relationships with existing customers. This can include national accounts, government accounts, distributor accounts, or other named channel accounts.
• Work autonomously to prioritize sales activities, handle leads, and drive sales initiatives with minimal supervision.
• Develop and execute a strategic plan to meet or exceed sales targets while maintaining a high level of customer satisfaction.
• Manage and drive all aspects of the sales cycle, from prospecting to closing deals, ensuring consistent follow-up and completion of sales opportunities.
• Actively engage with C-suite executives, directors, and other senior decision-makers to negotiate and close high-value deals.
• Ability to work through multiple opportunities with channel agnostic neutrality.
• Participate in RFI/ RFP or bid opportunities as the sales lead.
  
  

Account Management and Sales Performance

• Develop and maintain strong, long-lasting relationships with customers, focusing on customer retention and long-term sales growth.
• Collaborate with marketing, operations, and other departments to enhance the customer experience and streamline sales processes.
• Utilize CRM tools to manage and document customer interactions, track sales activities, and ensure accurate reporting.
• Provide regular updates on territory performance, market conditions, and customer feedback to inform business strategy.
• Drive product adoption, educate clients on the value of Life Science Solutions' offerings, and identify opportunities for upselling and cross-selling.
  
  

Executive-level Relationship Building

• Cultivate relationships with key decision-makers, including C-suite executives and high-level stakeholders, to influence purchasing decisions and shape long-term strategic partnerships.
• Serve as a trusted advisor, understanding the needs and priorities of executive customers and aligning Life Science Solutions’ offerings to provide optimal solutions.
• Lead strategic conversations and product demonstrations, effectively communicating the value proposition at the executive level.
  
  

Market Intelligence and Industry Knowledge

• Stay informed on industry trends, competitor activities, and market conditions within the healthcare, pharmacy, and biosciences sectors.
• Share market intelligence with the sales and marketing teams to inform product development, sales strategies, and customer engagement practices.
• Attend industry or customer events, tradeshows, or conferences as needed to generate leads and maintain a competitive edge in the marketplace.
  
  

Experience

What you will bring:

• Proven experience in a sales role within the healthcare, pharmacy, biosciences, or a related industry (typically gained by at least 3 years of experience)
• Strong background in selling to C-suite executives and other high-level decision-makers, demonstrating the ability to close high-value deals.
• Experience managing a territory autonomously, meeting or exceeding sales quotas, and building a robust customer pipeline.
• Experience working with channel, distributor, government, and/ or national accounts.
  
  

Skills And Competencies

Strong sales acumen with a demonstrated ability to prospect, generate leads, qualify opportunities, and close sales.

Experience with managing and developing relationships with executive-level decision-makers in complex sales environments.

Proficient in using CRM systems to track and manage sales activities, customer data, and reporting.

Excellent communication, negotiation, and interpersonal skills, with the ability to effectively engage at all levels of an organization.

Strong problem-solving and critical-thinking skills with the ability to identify customer needs and deliver tailored solutions.

Highly motivated and results-driven, with the ability to work independently while collaborating with cross-functional teams.

Ability to travel occasionally (<10%) for client meetings, conferences, or other sales-related events.

Education

• Bachelor’s degree in a relevant field (e.g., Business, Life Sciences, Healthcare, Pharmacy, or related discipline) or equivalent work experience.
  
  

Compensation

Total Target Compensation: $90,000 - $110,000 inclusive of base salary plus incentive.

Total compensation for this role will include a commission/incentive plan. Disclaimer: This base pay range is based on US national averages. Actual base pay could be a result of seniority, merit, geographic location where the work is performed.

Equal Employment Opportunity

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.

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