Digital Commercialization Manager

About Us: Our client is a $20B+ global technology company revolutionizing thermal management and building automation. We are passionate about empowering businesses to achieve outstanding economic outcomes with cutting-edge solutions and are looking for a talented Digital Commercialization Manager to drive adoption for our rapidly growing portfolio of Digital offerings across North America.

Role Overview: As the Digital Commercialization Manager, you will develop and execute strategies to drive the adoption of our Digital offerings across the Americas region.

Reporting to the Digital Commercialization Leader, you will partner and collaborate with the Digital and Control PGT (Product Growth Team) and key regional leaders to drive effective sales and fulfillment of Digital offerings through a combination of sales strategies, coaching, training, sales enablement, standard work, best practices, demonstrations, customer events, sales support, reviews, and other activities.

You will partner with regional sales offices to fulfill the vision of selling Digital offerings on every project.

Key Responsibilities:

• Digital Sales Strategy: Drive the development and execution of the strategy of “leading with Trane Digital offerings”. Collaborate with sales teams to position and sell Trane Digital offerings on every customer’s project and engage directly with customers when needed. Collaborate with sales teams to develop sales strategies and bottom-up plans to achieve Digital sales targets.
• Sales Coaching: Develop a deep understanding of Digital offerings and communicate their value. Coach sales teams to use a consultative, outcome-based selling approach to meet customer needs.
• Training: Design and deliver comprehensive training programs for both sales and operational professionals, ensuring they are well-versed in our Digital offerings and sales strategies.
• Sales Enablement: Develop and maintain sales enablement tools and content.
• Tech Tools: Use and develop tech tools to optimize how content is exposed to and consumed by our sales and technician organizations.
• Best Practices: Drive and share best practices for how to sell and fulfill Digital offerings.
• Demonstrations: Develop and maintain standard demonstrations that showcase the value and capabilities of Digital offerings to customers.
• Regional and Customer Events: Collaborate with regional teams to plan and execute customer events, trade shows, and other promotional activities.
• Technical Sales Support: Assist in technical sales calls, providing expertise and guidance to clients to help them understand and leverage our Digital offerings.
• Spec and Proposal Reviews: Review and provide input on specifications and proposals to ensure they meet customer needs and align with our product offerings.
• Marketing Webinars and Speakerships: Support marketing initiatives by participating in webinars, speaking engagements, and other promotional activities to showcase our expertise and thought leadership.
• Product Strategy: Gather feedback and insight on our Digital offerings and collaborate with Product Management to drive product strategy and roadmap.

Candidate Profile

• 5-7 years of experience in Product Management / Sales / Commercial Excellence leadership, preferably in software (SaaS)
• Proven track record of driving adoption of Digital offerings, leading to substantial revenue growth
• Proven track record of leading and / or collaborating with sales teams to achieve sales targets
• Strong digital / IT / technology awareness and skills
• Exceptional communication, negotiation and collaboration skills
• Understanding of building management, HVAC or energy management solutions preferred