[Remote] Key Account Manager – Independent Wholesale Distribution (Remote)

Note: The job is a remote job and is open to candidates in USA. Trane Technologies is a world leader in creating sustainable climate solutions. They are seeking a Key Account Manager for Independent Wholesale Distribution who will drive growth and profitability within the HVAC supply sales channel by developing and executing national distributor growth strategies.

Responsibilities

• Set the strategic vision, mission, and overall direction for supply sales within the Independent Wholesale Distribution channel
• Develop and execute national growth strategies across Independent Wholesale Distributor (IWD) partners
• Identify and activate market expansion opportunities across the $200+M portfolio
• Establish annual growth targets aligned to Product Growth Team (PGT) priorities
• Lead national Joint Business Planning (JBP) processes with strategic distributor partners
• Represent Independent Distribution in the Supply Business Unit Monthly Operating Review
• Deliver revenue, gross margin, and operating income for the Independent Distribution Channel
• Assist in setting, communicating, tracking, and achieving budgets throughout the year
• Conduct weekly, monthly, quarterly, and annual revenue forecasting for independent distribution
• Monitor revenue growth, margin performance, and portfolio mix trends
• Analyze distributor performance data to identify expansion opportunities and risks
• Deliver performance insights and strategic recommendations to Sales & Operations leadership
• Develop corrective action plans when results deviate from established targets
• Increase penetration across strategic PGT portfolios, including: Compressors; Motors, Airflow & Drives; Coils; Controls; Parts & Supplies; Airflow & IAQ; Supply-only Equipment Portfolios
• Accelerate Day 2 lifecycle parts growth and improve portfolio mix performance
• Influence distributor stocking depth, assortment strategy, and strategic SKU adoption
• Translate PGT initiatives into executable distributor growth plans
• Partner with product management on new product lines, training opportunities, vendor participation, and education of supply products
• Create and communicate Supply-specific programs, including preseason promotions, marketing initiatives, and growth incentives
• Influence pricing tier alignment and growth rebate structures to support profitable expansion
• Work closely with the pricing team on independent distribution pricing strategy and monthly price updates
• Ensure disciplined execution of commercial guardrails to protect margin performance
• Monitor program effectiveness and recommend optimization based on ROI and performance analytics
• Collaborate with DC, inventory, and procurement teams through the PSI and SIOP processes to ensure a successful distribution network for independent wholesale distributors
• Influence national stocking agreements and inventory strategies aligned to growth priorities
• Partner with Integrated Supply Chain (ISC) to align availability with portfolio acceleration initiatives
• Identify and mitigate risks to supply continuity or growth targets
• Support regional and strategic account managers with their assigned customer base
• Partner with Product Growth Teams (PGTs) to align national distributor execution with portfolio strategy
• Collaborate with Finance, Pricing, Commercial Operations, and ISC to ensure disciplined governance and operational alignment
• Work closely with the Equipment team and IWD Regional General Managers (RGMs) to coordinate equipment portfolio growth initiatives with Supply
• Serve as the Voice of Customer on various projects, A-3s, and strategic initiatives
• Interact with customer service, IT, Parts ID, PIM, footprint, and EDI teams to address the needs of independent distributors
• Ensure efficient and thorough resolution of distribution conflict issues
• Influence enterprise stakeholders to support national channel expansion priorities

Skills

• Bachelor's degree in Business, Sales, Distribution, Supply Chain, Engineering, or related field; equivalent experience will be considered
• 8–12+ years of experience in distribution, OEM wholesale, channel sales, or strategic account management; minimum 5 years of HVAC Supply Sales experience required
• Two-step distribution experience strongly desired
• Demonstrated success managing national or multi-regional distributor relationships
• Proven track record of driving revenue growth and share expansion across complex product portfolios
• Strong financial acumen, including experience with pricing tiers, rebate programs, margin management, and ROI analysis
• Experience leading Joint Business Planning (JBP) processes with strategic partners
• Ability to influence cross-functional stakeholders without direct authority
• Experience utilizing CRM platforms (Salesforce preferred) to manage account strategy, pipeline visibility, forecasting, and performance analytics
• Effective Communication: Ability to present subject matter virtually and in person before diverse audiences
• Technical Proficiency: Strong computer usage skills, particularly with Microsoft Office and Salesforce
• Organizational Skills: Excellent organization, communication, and interpersonal skills
• Personal Attributes: Agility, self-motivation, goal orientation, and resilience
• Team Collaboration: Ability to work well in a team environment with diverse members to achieve business results
• Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals
• Ability to write routine reports and correspondence
• Ability to speak effectively before groups of customers or employees of the organization
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume
• Ability to apply concepts of basic algebra and geometry
• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form
• Ability to deal with problems involving several concrete variables in standardized situations
• Valid Driver's License
• Proof of personal auto insurance
• Must have private home office availability and reliable high-speed internet service
• Ability to travel up to 50%

Benefits

• 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.
• 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
• Paid time off includes 15 vacation days, 9 paid holidays, 3 floating holidays, sick leave, and additional options to support volunteer and parental leave.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.

Company Overview