Services Sales Leader
Tranetechnologies · Abu Dhabi, UAE
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.
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Where is the work:
On-Site (5 days)
At Trane Technologies, We Challenge What is Possible. Our brands including Trane® and Thermo King®– create access to cooling and comfort in buildings and homes, transport and protect food and perishables, connect customers to elevated performance with less environmental impact, dramatically reduce energy demands and carbon emissions, and innovate with a better world in mind. We boldly challenge what’s possible for a sustainable world.
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.
Forecasting
Demonstrated ability to build and manage accurate orders, revenue, and margin forecasts using pipeline, backlog, execution plans, and business assumptions. Able to identify gaps early and establish recovery actions.
Business Reporting
Capable of preparing structured monthly/quarterly business reviews covering orders, revenue, margin, pipeline, backlog, forecast, risks, opportunities, and corrective actions.
Senior Management Communication
Comfortable presenting business performance to senior leadership, clearly explaining results, variances, risks, and required actions without getting lost in operational detail.
Stakeholder Alignment
Proven ability to drive alignment in a matrix organization where many critical resources do not directly report to the role.
Commercial Judgment
Able to balance growth, margin, customer requirements, operational capacity, and business risk when making commercial decisions.
Leadership
Ability to lead the sales team while creating accountability across the broader service organization through influence rather than direct authority.
Qualifications & Experience
Education:
Bachelor’s degree in Mechanical Engineering, Electrical Engineering, or a related technical field.
A master’s degree in business (MBA) or an advanced commercial qualification is highly desirable.
Experience:
10+ years of successful c