• Identifies potential opportunities with existing and new customers. • Collects project data and compares to the office’s capabilities. • Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process. • Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable. • Gathers and validates preliminary information and performs facility walk¬through, construction plan review or other requirements. • Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements. • Develops, evaluates, and discusses possible solutions with customer. • Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services. • Responsible for the preparation and review of the proposal. • Validates the preliminary proposal with customer. • Determines proposal price and selling strategy. • Reviews and compares contract terms and conditions with Trane contract standards. • Presents the proposal and negotiates price, terms, and conditions with customer. • 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. • Determines needs, 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 activity reports and annual forecasts. • Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations. • Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition. • Coordinates with consulting engineers in writing project specifications. • Coordinates with Estimators in the interpretation of specifications and preparation of proposals. • Responds to customer needs by identifying systems, products, generating quotes and closing orders. • Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of backcharges and customer disputes. • Assists customers in answering technical questions on HVAC systems, Trane products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution. • Flexibility to work outside normal work hours, as required.