Services Sales Leader

Job Summary:

The Services Sales Leader is responsible for spearheading the commercial growth, sales strategy, and market expansion of the Services business within the country/region.

While direct fulfillment, service delivery, and technician workforce operations are managed separately by the Service Operations team, the Services Sales Leader holds core accountability for orders, top-line growth, margin realization, and strategic customer acquisition across the total HVAC lifecycle. The incumbent serves as the primary commercial strategist and collaborates closely with Fulfillment, Operations, and Finance to ensure sold contracts and projects are handed off seamlessly, executed as planned, and converted cleanly into recognized revenue.

Responsibilities:

A. Commercial Strategy & Business Growth

Sales Growth & Target Achievement: Drive the service sales organization to achieve and exceed regional targets for orders, bookings, market penetration, and secured margins across maintenance agreements, turnkey retrofits, digital services, and repairs.

Go-To-Market & Pipeline Management: Expand market coverage across key verticals and customer accounts. Oversee quotation pipelines, bid-hit ratios, renewal capture rates, and customer acquisition strategies.

Commercial Judgment & Margin Protection: Balance aggressive market share growth with margin integrity, operational delivery feasibility, and contractual risk profile.

Solutions & Portfolio Expansion (NPI/NPD): Drive commercial adoption of New Product Introductions (NPI) and New Product Developments (NPD), positioning comprehensive HVAC solutions, energy management offerings, building automation upgrades, and digital service contracts.

B. Business & Financial Acumen

Financial Drivers & P&L Impact: Maintain a deep understanding of service financial drivers including orders, revenue recognition, gross margin, operating margin, working capital, cash flow, and Days Sales Outstanding (DSO) translating commercial actions into positive bottom-line impact.

Rigorous Forecasting: Build and manage reliable orders, revenue, and margin forecasts using commercial pipelines, backlog execution schedules, and market assumptions. Proactively identify pipeline or revenue conversion gaps and establish prompt recovery actions.

End-to-End Revenue Cycle Awareness: Understand the complete revenue cycle from booking through backlog, milestone delivery, billing, and cash collection, identifying potential revenue-at-risk and aligning with cross-functional teams to resolve issues early.

C. Business Performance & Senior Management Reporting

Executive Performance Reviews: Prepare and lead structured monthly and quarterly business reviews (MBR/QBR) covering orders, sales funnel health, backlog conversion, margin trends, customer developments, and market intelligence.

Action-Oriented Communication: Communicate performance clearly to senior leadership, explaining not merely what the numbers are, but why they are moving, future revenue implications, and what corrective commercial or operational actions are being deployed.

Variance & Risk Mitigation: Formulate clear mitigation plans for shortfalls against the Annual Operating Plan (AOP), clearly separating market factors, pricing dynamics, and delivery milestones.

D. Fulfillment Collaboration & Execution Governance

Sales-to-Operations Hand-Off: Partner closely with the Service Fulfillment & Operations team to establish seamless project and contract hand-offs, ensuring clear scope definitions, accurate job costing, and realistic execution timelines.

Delivery Alignment & Backlog Conversion: Regularly coordinate with fulfillment leaders to review operational capacity, track backlog burning rates, monitor Work in Progress (WIP) milestones, and ensure delivered margins match or exceed sold margins.

Customer Satisfaction & Dispute Mediation: Serve as the senior commercial escalation point for key customer accounts. Collaborate with the fulfillment team to swiftly resolve delivery issues, scope changes, or warranty disputes while safeguarding the company s commercial standing.

E. Team Leadership & Matrix Alignment

Sales Team Management: Directly manage, coach, and develop the services sales team (account managers, sales engineers, and estimators), setting clear quotas, KPIs, and professional development plans.

Influence Across the Matrix: Drive cross-functional alignment and accountability across the broader service, fulfillment, supply chain, and finance teams through influence, collaboration, and shared business outcomes rather than direct line authority.

Compliance & Governance: Ensure all commercial offerings and team practices strictly adhere to Trane Technologies ethics, compliance guidelines, safety standards, and contracting policies.

Core Competency & Capability Requirements

Capability

Recommended Requirement

Business & Financial Acumen

Strong understanding of business financials including revenue, gross margin, operating income, cost structure, working capital, cash flow, DSO, and overall P&L drivers. Able to translate commercial actions into financial impact.

Revenue Process Knowledge

Strong understanding of the end-to-end revenue cycle from bookings/order intake through backlog, execution, billing, and revenue recognition. Able to identify risks affecting revenue conversion and work with Operations and Finance to address them.