In recent years, Ingersoll Rand has transformed itself into a multi-brand commercial products manufacturer serving customers in diverse global markets, and away from the capital-intense, heavy-machinery profile of its past.

Today, we are a global diversified industrial firm providing products, services and solutions to enhance the quality and comfort in homes and buildings, transport and protect food and perishables, secure homes and commercial properties, and enhance industrial productivity and efficiency.

Our customers count on the reliability of our family of industrial and commercial brands, such as Club Car golf cars, Hussmann stationary refrigeration equipment, Ingersoll Rand industrial equipment, Schlage locks, Thermo King transport temperature-control equipment and Trane air conditioning systems and services. Through these brands we enable companies and their customers to create progress.

Account Manager, Direct

Ingersoll Rand is a $17 billion company whose people and businesses around the world create progress for our customers in the global climate control, air conditioning and heating, industrial and security markets. These markets continue to expand as they address growing needs in developed and developing economies alike. Our products, systems and solutions increase the efficiency and productivity of industrial, commercial operations, homes, and improve the security, safety, health and comfort of people around the world. We have opportunities for career growth through our diverse businesses, which manufacture many well-recognized brands including Club Car, Hussmann, Ingersoll Rand, Schlage, Thermo King and Trane (http://www.trane.com/). In every line of business - Ingersoll Rand enables companies and their customers to inspire progress. For more information about Ingersoll Rand visit www.ingersollrand.com .

Responsible for developing long-term customer relationships and maximizing account penetration and customer retention with building owner accounts.
Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer's problems, including financial and performance-based considerations.

Strategic Account Management
* Utilizes Account management process to identify key customers and to develop specific action plans to grow identified accounts.
* Consistently ascertains customer needs and current market opportunities. Assembles and coordinates acquisition team as needed for customers and projects.
* Identifies potential opportunities with existing and new customers.
* Converts leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process.
* Develops multiple relationships with buying influences in the customer's organization, including facility manager, project managers, project engineers, and purchasing.
* Develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
* Provides total account business reports and annual forecasts.
* Maintains an acceptable rate of business acquisition.

Percentage of Travel:
Min. Yrs. Experience:1-3
Education Standard:BA/BS
Education Type:

Tactical Account Management
* Provides quotes for service repairs, change outs, IAQ, and energy solutions including quotes for time and material as well as fixed price services.
* Contacts responsible parties for purposes of securing renewal of service contracts.
* Prepares and submits required management activity reports.
* Collects project data and compares to the office's capabilities.
* Gathers or validates preliminary information and performs facility walk-through to determine level of opportunity.
* Develops, evaluates, and discusses possible solutions with customer.
* Estimates project by analyzing and integrating equipment, controls, subcontractors, and services for each project using Trane business systems.
* Develops preliminary project fulfillment schedule.
* Prepares and finalizes preliminary/final proposal. Enters customer/project information into business systems.
* Validates the preliminary proposal with customer.
* Determines proposal price and selling strategy.
* Prepares, negotiates, and reviews agreement/project scope.
* Presents/reviews proposal and/or contract with all buying influences negotiating scope of agreement/project.
* Follows up with buying influences.
* Prepares transition documents and communicates project readiness for assignment to operations team.
* Resolves major deviations from scope with team after Project Scope Validation.
* Assists customers in answering technical questions on HVAC systems, Trane Products, and relevant industry issues.
* Flexibility to work outside normal work hours, as required.

Min. Yrs. Experience: 1-3 years
Education: College Degree - Bachelor's degree in business or engineering.

Experience in the Education Market and achieving LEED AP would be beneficial.

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. Ingersoll Rand is committed to a diverse workforce and is an Equal Opportunity Employer.