Senior Account Executive-Controls-HVAC
Company: Johnson Controls
Posted on: February 23, 2021
Under general direction is responsible for the sale of Johnson
Controls BE offerings to Building Owners, Management Firms,
Mechanical Contractors, Designers and Consulting Engineers, with an
emphasis on Controls. 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 Owners, Contractors, Consultants
and Designers while reaching optimal profit levels.
- Utilizes applicable sales tools effectively to plan and
document progress as well as increase business opportunity in
- 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.--
- 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 by
appropriately qualifying the customers' needs, by actively
listening, using probing questions to gain a good assessment of the
customers operational and environment objectives, and accordingly,
aligned Johnson Controls ability to address the customers
objectives while building on business expertise, brand credibility
and JCI's commitment to the customer.
- 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 customer's operational need and favorably position
- 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.
- Acts as the customer's advocate in interactions with Johnson
Controls to ensure the customer obtains the best value from Johnson
- 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.
- Develops and maintains a network of industry contacts.-- What
we look for Required
- Two (2) years' experience selling HVAC Controls to Engineers,
Contractors, General Contractors.--
- Two years' experience selling to the construction
- An understanding and history of Designing and/or Selling of
Building Automation Systems.
- Demonstrates a commitment to integrity and quality in business.
Excellent initiative and interpersonal communications skills.--
- BA degree in Mechanical Engineering
- Five (5) years' experience selling in the Construction
- Five (5) years of experience selling HVAC Mechanical Equipment
and/or Building Automation Systems. 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, status as a qualified individual with a disability, or
any other characteristic protected by law. For more information,
please view EEO is the Law. If you are an individual with a
disability and you require an accommodation during the application
process, please visit www.johnsoncontrols.com/careers. Previous Job
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Keywords: Johnson Controls, Yonkers , Senior Account Executive-Controls-HVAC, Professions , Hawthorne, New York
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