Account Manager - Direct Rental Sales (DRS)

Be a part of our mission! As a world leader in creating comfortable, sustainable, and efficient climate solutions for buildings, homes and transportation, it's our responsibility to put the planet first. For us at Trane Technologies , and through our businesses including Trane®  and  Thermo King ,  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.

Learn about our benefits designed for you to Thrive at work and at home. 

We boldly go.

Where is the work:

Prioritize engaging with customers. When not directly interacting with customers; collaborate with colleagues in your office.

Region / Territory

Greater Northeast (GNE) – Southern New England (Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut)

Primary Office Location

East Providence, RI (Hybrid / Field-Based with Territory Travel)

Reports To

Regional LCU / VRF / Rental Sales Leader – Greater Northeast

Position Overview

We are seeking an energetic, results-driven Account Manager – Direct Rental Sales (DRS) to lead business development and account management across Southern New England (Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut).

In this role, you will be the regional expert in delivering temporary, emergency, and planned rental climate solutions—including temporary chillers, air-handling units, packaged rooftop units, cooling towers, spot coolers, dehumidifiers, power generation, and general HVAC. You will drive sales growth by partnering directly with commercial building owners, facility managers, healthcare/biotech campuses, higher education institutions, industrial plants, and mechanical contractors.

You will also act as a collaborative partner to the local Trane Service and Equipment Sales teams, leveraging internal synergies and existing customer accounts to collectively uncover, qualify, and secure rental opportunities.

 

Key Responsibilities:

1) Business Development & Revenue Growth

• Proactively identify, prospect, and secure new rental opportunities across the Southern New England territory.
• Co-develop and execute account strategies alongside Trane Service and Equipment Sales engineers to identify critical customer sites and establish comprehensive rental contingency plans.
• Expand market share by establishing rental contingency plans with existing Trane service and equipment customers.
• Maintain a robust sales pipeline in CRM (Salesforce and other systems) adhering to Trane standard work processes.
• Achieve and exceed annual revenue targets, gross margin goals and growth metrics.

2) Technical Solution Design & Application Sizing

• Perform comprehensive site surveys to evaluate customer HVAC infrastructure, electrical availability, piping access, and environmental constraints.
• Size and engineer temporary turnkey HVAC and power generation packages tailored to customer-specific emergency or planned shutdown requirements.
• Develop accurate, competitive scope-of-work proposals and equipment lease agreements in coordination with depot and logistics teams.

3) Operational Coordination & Project Delivery

• As required, oversee the execution of rental projects, coordinating delivery, installation, commissioning, teardown and return of equipment with depot operations and service technicians.
• Partner with Rental Administrative and Project Managers to ensure accurate billing, invoice resolution, and timely job closeouts in alignment with local financial and accounting standards.

4) Cross-Functional Collaboration & Account Penetration

• Cultivate deep, trusted relationships internally with local Trane Commercial Systems, Controls, and Service teams to cross-sell rental solutions as an integrated part of broader building lifecycle strategies and emergency recovery plans.
• Cultivate long-term relationships with regional mechanical contractors, engineering firms, and emergency management personnel.
• Deliver educational lunch-and-learn presentations and technical training on temporary climate control and contingency planning to both external customers and internal Trane sales offices.

Qualifications & Experience

• Education: Bachelor’s degree in Engineering, Construction Management, Business Administration, or an equivalent combination of education and field experience.
• Experience: 3–5+ years of consultative sales or account management experience within commercial HVAC, equipment rental, industrial sales, or mechanical contracting.
• Technical Acumen: Working knowledge of commercial HVAC systems (chilled water systems, DX/packaged units, air handlers, and cooling towers), temporary piping, ducting, and power distribution.
• Communication Skills: Excellent interpersonal, verbal, and written communication skills with the ability to influence C-suite decision-makers, facility engineers, mechanical contractors, and internal cross-functional partners.
• Mobility & Licensing: Valid driver’s license with an acceptable driving record. Ability to travel frequently throughout Greater Boston, Southern Massachusetts, Rhode Island, and Connecticut (~50–70% field travel within territory).

 

Key Competencies

• Customer Focus: Dedicated to meeting the expectations and requirements of internal and external customers; acts with urgency during critical emergency response situations.
• Drive for Results & Collaborative Selling: Persistent, self-motivated, and goal-oriented in cold prospecting, negotiating agreements, and working within multi-disciplinary sales environments to win business.
• Problem Solving & Adaptability: Uses rigorous logic and methods to solve challenging technical problems with effective temporary solutions under tight deadlines.
• Collaborative Influence: Builds constructive and effective relationships across sales disciplines, depot operations, and corporate leadership.

Annual Base Salary Range or Hourly Base Pay Range:

$156,623.33 - $266,600.00

Compensation Type:

Salary

Incentive Eligible:

No

Sales Commission Eligible:

Yes

Disclaimer: We strive to provide competitive compensation for this position, tailored to a variety of factors. The actual compensation will depend on elements such as seniority, merit, geographic location, education, experience,  travel requirements, and union designation.   Our compensation range is generally based on the national average for the country.  Additionally, benefits may vary depending on the region, business alignment, union involvement, and employee status.

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.
• Paid time off includes  up to 15 vacation days, paid holidays, sick leave, and additional options to support volunteer and parental leave. 
• 401K match up, educational and training opportunities through company programs along with tuition assistance and student debt support.    

Disclaimer:  Benefit offerings may vary by site as well as Collective Bargaining Agreements and local/state regulations

Safety Sensitive Role:

No

The company designates certain roles as Safety Sensitive. Safety Sensitive roles may require that you pass additional drug screening.

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.