1. Building on Trane’s 90-year legacy of the Graduate Training Program, the Controls
Graduate Training Program (CGTP) is designed to prepare Engineers for a rewarding
career in Technical Sales for our expanding Energy Services business. The program is
specifically geared toward developing Controls Account Managers to sell Trane's Building
Advantage portfolio of services and Building Automation Systems (Controls) to commercial
and industrial customers. The CGTP provides intensive technical, business, sales and
leadership training, with an emphasis on maintaining the highest ethical and professional
standards. Participants attend lectures and technical presentations; complete challenging
homework assignments; partake in individual and team projects; visit local sales offices and
plants; learn about real world projects from Trane sales engineers, managers and
customers.
CGTP is a 5 month training program consisting of 14 weeks at the Trane St. Paul Controls
Headquarters and 4 weeks of “bridge” time back in the District Sales Office. Bridgework in
the office is an essential part of the CGTP curriculum designed to help students integrate
classroom and experiential learning, and key to organizational development of the Controls
Account Manager role. Assignments are a mix of on-line learning, interaction with office
cohorts, and assignments given by CGTP instructors. The opportunity to attend the Controls
Graduate Training Program positions students to influence the business in a critical way to
become educated change agents for our organization. This selective program provides a
strong foundation to start your career in technical sales, or build on your existing experience
to take your career in an exciting new direction.
Key Elements of the Controls Graduate Training Program include:
 Ingersoll Rand and Trane’s history and values
 Technical focus: HVAC and Controls Fundamentals
 HVAC Systems and comprehensive solutions
 Controls and Energy Services offerings
 Environmental and Energy factors associated with developing HVAC and
Building Automation Systems recommendations to meet customer specifications
 Sales and leadership development through teamwork and project management
 Convert leads into opportunities by assigning the appropriate sales process,
identifying the required project team members, making assignments, and
communicating the next steps in the process
 Utilizes account management process to identify key customers and to develop
specific action plans to grow identified accounts.
 Develops relationships with multiple buying influences in the customer’s
organization, including project managers, project engineers, construction,
purchasing, and accounts payable.

2.  Assists customers in answering technical questions on HVAC systems, Trane
products, and system application alternative, Building Automation Systems,
installation, operation, maintenance, and problem resolution.
 Determines needs, develops and executes an account specific business plan to
identify the long term, mutual support requirements required to facilitate a strong,
profitable and successful partnership.
 Gathers and validates preliminary information and performs facility walkthrough,
construction plan review or other requirements.
 Determines project needs, constraints, and responsibilities to meet all of the
customer’s HVAC system design and installation requirements.
 Responsible for project take-off, selection, pricing, and integration of equipment,
controls, and services