As the building automation and contracting division manager for Pacific Coast Trane, you will be responsible for driving commercial building automation systems (BAS) sales and BAS service, both via the owner direct and indirect channels. This includes new building and existing building BAS retrofit projects. In this role you will be leading sales, engineering, project managers, administrative and the field technician fulfillment teams within the district. Trane focuses on a total solution integrated comfort solution (ICS) to provide our customers with the most energy efficient HVAC systems and automation. This role reports directly to the district leadership and is a member of the San Francisco leadership team.

Projects will be focused on Building Automation and related Commercial HVAC Systems/Equipment for all vertical markets. You will manage all aspects of the successful projects with direct responsibility for overall sales development, sales process, people, project execution, maintaining customer relationships and satisfaction in conjunction with targeted gross margin levels while maintaining department profitability, leading your team/department to accomplish specific objectives for profitable growth. You will be responsible for all controls and any related energy solutions contracting revenue, overhead management, and the department profit & loss department financials. Trane always focuses on a total solution to provide our customers with the most energy efficient buildings with innovation products, solutions and services.

Compensation Overview:

The excellent income plan commensurate with experience but includes a highly competitive base salary (range $200K to $225K+) along with a very attractive bonus/profit sharing plan with direct tie to the department operating income with a step up tier plan as the department operating income increases. In addition the plan includes company benefits (medical, dental, vision plans, company contributing 401K, 20 days PTO in addition to paid holidays, managers level auto allowance, all approved business travel and customer expenses,.

Location: Due to the duties and responsibilities of the role we are seeking candidates who are interested in living and working in the San Francisco Bay Area, however, a flex or hybrid work schedule is possible for the right candidate. Reporting location is at the main district office in Sunnyvale, Santa Clara County, CA. (At 310 Soquel Way, Sunnyvale, CA 94085)

Responsibilities:

• Drive building automation contracting profitability for the district and achieving specific Annual Operating Plan (AOP) priorities.
• Full department P & L responsibility and visibility
• Manage performance by monitoring department personnel effectiveness and efficiency in relation to sales, customer service and operating plan goals.
• Responsible for all aspects of project planning for ongoing BAS contracting projects.
• Support and work with the Service/Contracting General Manager and office leadership in delivering business results and sharing department vision, plans and results.
• Responsible to develop and implement the plan to profitably grow the controls business.

• Responsible for establishing and executing long term controls sales strategy and processes through direct reporting sales teams, as well as those managed by contractor (indirect) and owner (direct) sales managers to achieve planned growth and profitability.
• Works closely with the department BAS Operations Manager to develop and implement strategies to collectively drive operational excellence and customer satisfaction.
• Responsible for achieving financial business objectives through teams that report directly, as well as those managed by Contracting Solutions Manager, and Service Manager.
• Develops and executes strategic sales strategies for individual opportunities working with the BAS and New Systems Sales account managers.
• Responsible for ensuring that targeted controls accounts have a formal, detailed account plan, which is based upon Target Account Selling principles and plans.
• Develops or works with team leaders/coaches to establish required skill sets, talents, and capabilities to establish human capital strategy for long term sustained growth. Participates in workforce planning process for effective forecasting of labor needs.
• Oversees performance management and talent management processes for the controls team, including annual performance appraisals and development plans. Manages associate performance for effectiveness and efficiency in relation to customer service and center profitability; addresses performance concerns as warranted. Continually coaches associates towards further professional development and enhancement of abilities.
• Establishes and maintains relationships with key customers within the local controls market. (Owners, consultants and engineers)
• Manages relationships with external vendors and subcontractors in compliance with internal policies and procedures.
• Maintains customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and staff as needed.
• Responsible for keeping abreast of external market trends and conditions within the building automation and contracting industry.
• Responsible for keeping abreast of controls products, product design, and requirements for installation as well as working knowledge of HVAC principles.
• Responsible for ensuring Environmental, Health, and Safety standards. Attends and participates in all Safety meetings.
• Some out of town travel with occasional overnight stays, 4-5 times per year, local travel in our district could be frequent for customer meetings and jobsite visits as necessary

• Functions as the primary interface between the customer, vendors, sub-contractors, and internal expertise within the sales organization and fulfillment organization.
• Maintains customer satisfaction by investigating concerns, implementing corrective action, and communicating with customers and assigned staff.
• Maintains and improves current customer relationships while seeking out other sales opportunities.

• Flexibility to work outside normal work hours/weekends as required.

Qualifications:

• A minimum of 7+ years of experience leading a large scale, high performing building automation /contracting business preferably in the Controls / Building Automation, and/or Energy Management or commercial HVAC sectors. Experience working now or previously with Trane is very beneficial but not necessary.
• Engineering (BS) degree or equivalent degree with focused BAS work experience. Must have superior project, customer people and business management skills. MBA or work towards an MBA is a plus but not required.
• Must have excellent knowledge of the installation, service, and maintenance of Building Automation and Commercial HVAC Systems
• A proven track record of successful interactions with sales teams to develop and acquire new projects
• Must have a proven track record of leading, developing, and coaching employees
• Working knowledge of Microsoft Office/Business products