Job Description

Job Opportunity

Under general direction, you will be responsible for the sale of Johnson Controls offerings to mechanical contractors, designers, and consulting engineers. Promote the Johnson Controls value proposition to the construction community by providing business and technical solutions. Build and lead long-term customer relationships with assigned accounts. Responsible for customer satisfaction and loyalty while working in conjunction with operations partners. Positions renewable service agreements as a foundation of led account relationships.

To achieve your goals, you will carry out the sales process to cultivate and lead long-term relationships and seek out, qualify, and close new sales opportunities. Use sales tools to plan and document sales progress as well as increase business opportunities across all BE-LOBs in assigned accounts. Seek to expand the depth and breadth of Johnson Controls offerings sold within assigned accounts. Actively participate as a member on select account teams on key and target customer accounts using account management practices and concepts. 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. Seek to continually develop sales skills and enhance knowledge of the JCI product and service offerings.

Sell, with minimal direction, 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. Focus on all opportunities to allow the contractor to achieve business objectives. Lead multiple, ongoing, opportunities. Identify post sales opportunities to team with owner sales to sell, renew, and expand renewable service agreements, including multi-year agreements, to both new and existing assigned customers. Build partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Control offerings. Actively listen, probe, and identify concerns. Understand the customers business cycle customer base.

Demonstrate technical and business expertise and maintain a high level of credibility. Garner loyalty, trust, and commitment from the customer. Seek out, target, and initiate contact with multiple prospective customers in alignment with JCI strategy. Develop and maintain a network of industry contacts. Understand and demonstrate the sales process outcomes as well as demonstrate evidence of advancing the sell. Share technical knowledge plus business expertise with the customer to match the solution to the customers operational need and favorably position Johnson Controls. Qualify and assess potential customers. Address customers operational and environmental objectives, needs, and requirements. Recommend solutions and link customer objectives to total value solution and driven advantage. Differentiate Johnson Controls services and products from competitors by applying creativity, ingenuity, and innovation in a valuable sales approach.

Positively and credibly influence BE strategies with the construction community. Frequently create driven, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively write, and present proposals. Negotiate value, address resistance, and close the sale. Differentiate Johnson Controls as a total building environment supplier. Apply applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts. Leverage Johnson Controls sales process to close sales quickly. Lead 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. Act as the customers advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings. Set appropriate customer expectations on Johnson Controls offerings. Participate in final project inspection. Ensure that the customer is trained and oriented to system operation and the value of services delivered. Actively establish a mentor relationship with a Sr Account Executive within the branch to assist with their development as a professional BE sales person, with the goal of enhancing their productivity.

Required: At least 3-5 years successfully selling HVAC or building automation system industry.

Preferred: Technical degree, or related field required. 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: $60,500 to $90,875 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data). This role offers a competitive Sales Commission Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package.

Johnson 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.

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