Where is the work:Prioritize engaging with customers. When not directly interacting with customers; collaborate with colleagues in your office.
The
Vice President of Independent Distribution leads our
North American Equipment and Supply business and. This role owns channel sales, distributor relationships, and go-to-market strategy across our flagship independent channels, with accountability for market share growth, margin optimization, and the overall health of our distribution network. This role directly reports to our President of Residential HVAC.
This key leader will create a comprehensive strategic roadmap to accelerate growth and business performance while refining and evolving the organization's vision for the future.
Location/Travel: This role is posted in
Davidson, NC; however, for the right candidate, other
U.S. locations may be considered. This position requires a
minimum of 50% travel, including frequent travel to support independent distribution partners, customer engagement, field collaboration, and business meetings.
What You'll DoStrategic Leadership & Channel Growth - Lead the multi-year growth strategy for Independent Distribution across Trane, American Standard, RunTru, and Ameristar to maximize market penetration and drive long-term profitability.
- Lead our two-step distribution model, align channel performance with long-term enterprise goals, and deepen key distributor relationships.
- Partner with the Senior Leadership Team (SLT) to translate enterprise vision into actionable channel programs, strategic product introductions, and proactive responses to regulatory shifts.
- Own annual budgeting, long-range planning (LRP), and risk/return analysis for major channel investments in partnership with Finance.
- Drive sustainable growth and market share expansion by embedding modern two-step distribution practices and growth-oriented sales models.
Commercial Execution & Distributor Operations - Monitor and evaluate monthly bookings, revenue streams, and margin performance, delivering active, transparent business reviews to executive leadership.
- Build and cultivate high-trust, executive-level relationships with independent distributor principals, establishing win-win partnerships and resolving complex distribution channel dynamics.
- Collaborate closely with Legal on distributor agreements, contract negotiations, terms and conditions, and strategic channel conversions.
- Partner across SIOP (Sales, Inventory, & Operations Planning) and Product Phase-Gate governance reviews to align supply chain, production capacity, and product performance with market demand.
Enterprise Integration - Foster active collaboration with product management, engineering, and manufacturing teams to ensure fast, high-quality delivery of HVAC equipment and supply lines.
- Ensure strict compliance with corporate policies, standard operating procedures, and trade integrity across all channel operations.
Talent, Culture & Inclusive Leadership - Build an uplifting team environment that reflects Trane Technologies' Leadership Principles: We include and uplift one another and We make better happen.
- Attract, mentor, and empower diverse, high-performing sales and operations leaders, establishing clear career progression pathways across the enterprise.
- Model strong change management, creating clarity in ambiguous markets, driving constructive tension, and empowering delegates while maintaining uncompromised performance standards.
What We're Looking For - 15+ years of progressive sales leadership in commercial equipment, industrial manufacturing, or HVAC channels.
- Bachelor's degree required; MBA or advanced business degree strongly preferred.
- Working knowledge of two-step distribution models, channel economics, and distributor network structures.
- Experience leading large-scale P&L environments, with demonstrated discipline in budget planning, margin expansion, and channel investment returns.
- Proven record of cultivating trust with C-suite executives and channel partners, navigating complex dynamics to create mutual value.
- Demonstrated capability to lead through ambiguity, foster high accountability, and maintain steady composure under fire.
Why Trane Technologies - Direct one of the largest and most impactful commercial engines in the climate solutions industry.
- Advance our 2030 Sustainability Commitments by bringing high-efficiency, sustainable HVAC technology to market through our distribution partners.
- Shape corporate strategy, participate in JV board governance, and influence enterprise growth trajectories.
- Experience a workplace committed to psychological safety, continuous learning, and helping you thrive at work and at home.
Annual Base Salary Range or Hourly Base Pay Range:$221,250.00 - $335,562.50
Compensation Type:Salary
Incentive Eligible:Yes
Sales Commission Eligible:No
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.
