HVAC Sales Account Executive

What you will do :

Under general direction is responsible for the sale of Johnson Controls BE offerings to mechanical contractors designers and consulting engineers. Promote the Johnson Controls value proposition to construction community by providing business and technical solutions. Builds and manages long term customer relationships / partnerships with assigned accounts. Responsible for customer satisfaction and loyalty while working in conjunction with operations partners. Positions renewable service agreements as a foundation of managed account relationships.

Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out qualifying and closing new sales opportunities. Utilizes sales tools to plan and document sales progress as well as increase business opportunities across all BE-LOBs in assigned accounts. Seeks to expand the depth and breadth of Johnson Controls offerings sold within assigned accounts. Actively participates as a member on select account teams on key and target customer accounts. May lead the account team (market customer leader) on assigned target and key accounts where significant growth opportunities exist and more robust expertise is required from others to solidify the opportunity. Seeks to continually develop sales skills and to enhance knowledge of the JCI product and service offerings.

How you will do it :

• Sells with minimal supervision the Johnson Controls offerings persuasively persistently and confidently to all members of the construction community to include contractors consultants and designers while reaching optimal profit levels. Focuses on all opportunities to allow the contractor to achieve business objectives. Manages multiple ongoing opportunities. Sells renews and expands renewable service agreements including multi-year agreements to both new and existing assigned customers.
• Builds partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Control offerings. Actively listens probes and identifies concerns. Understands the customers business cycle customer base. Demonstrates technical and business expertise and maintains a high level of credibility. Garners loyalty trust and commitment from the customer.
• Seeks out targets and initiates contact with multiple prospective customers in alignment with JCI strategy. Develops and maintains a network of industry contacts. Understands and leverages the sales process outcomes as well as demonstrates evidence of advancing the sell. Shares technical knowledge plus business expertise with the customer to match the solution to the customers operational need and favorably position Johnson Controls. Qualifies and assesses potential customers.
• Addresses customers operational and environmental objectives needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Differentiates Johnson Controls services and products from competitors by applying creativity ingenuity and innovation in a value-added sales approach.
• Positively and credibly influences BE strategies with the construction community. Frequently creates competitive high quality and timely estimates proposals and cost / benefit analysis. Effectively writes and presents proposals. Negotiates value addresses resistance and closes the sale. Differentiates Johnson Controls as a total building environment supplier.
• Utilizes applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts. Leverages Johnson Controls sales process to close sales quickly. Manages the high activity of the pipeline in the managed system with a focus on sales phase close date and probability of a close as well as other pertinent information.
• Acts as the customers advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings. Sets appropriate customer expectations on Johnson Controls offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation and the value of services delivered.

What we look for :

Bachelors degree in business engineering or related discipline required. A minimum of six (6) years of successful field sales experience. At least three (3) years successfully selling HVAC or building automation system industry. Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills. Demonstrated ability to influence the market at key levels.

HIRING SALARY RANGE : $75000-$103000 annual base salary commissions (Salary to be determined by the education experience knowledge skills and abilities of the applicant internal equity location and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project quarterly and annual margin. This position includes a competitive benefits package. For details please visit the About Us tab on the Johnson Controls Careers site at Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race color religion sex national origin age protected veteran status genetic information sexual orientation gender identity status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate visit EEO is the Law . If you are an individual with a disability and you require an accommodation during the application process please visit here.

Required Experience :

IC

Key Skills

Business Development,Customer Service,Revenue Growth,Product Knowledge,Healthcare,Account Management,CRM,Salesforce,Customer Relationships,New Customers,Business Relationships,Sales Goals,Sales Process,Powerpoint,New Clients

Employment Type : Full-Time

Experience : years

Vacancy : 1

Yearly Salary Salary : 75000 - 103000