Account Executive HVAC Controls & Systems

Johnson Controls is a growth company. And not just because we've posted increased sales for over 58 consecutive years. We also do all we can to give people the chance to grow. Our employees enjoy working at a place that offers great advancement opportunities, training, benefits and more. You'll be challenged to innovate, encouraged to apply your knowledge and well-rewarded for results.

A Fortune 100 company, Johnson Controls is a global leader offering solutions in automotive systems and facility management and controls. We've been consistently recognized as one of the world's 100 best-managed companies. Our family includes more than 118,000 employees on six continents. Their health and safety is paramount to our success. We value teamwork, integrity and diversity. And we welcome anyone who shares our commitment to excellence.

EOE/AA Employer




Under general direction, responsible for the sale of HVAC Control Systems, equipment, and building automation to primary decision makers with contractors and consultants responsible for new construction and renovated buildings. Builds and manages long term customer relationships/partnerships with target mechanical contractors and MEP consultants.  Responsible for customer satisfaction.  Promote the JCI value proposition to contractors and  consultants by providing technical solutions to the customer's business and operational needs as well as demonstrating applicable technical knowledge. 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 progress as well as increase business opportunity in accounts.  Obtain and close sales on a monthly basis.

Seeks to expand the depth and breadth of offerings within that account.  Participates as a member of account team on key and target customers.

 

PRINCIPAL DUTIES:

 Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners at the D-level while reaching optimal profit levels. Focuses on the design of new construction and renovation of existing buildings.  Manages multiple, ongoing, projects particularly focusing on selling HVAC Control Systems, equipment, and building automation. Builds partnering relationships with contractors and consultants responsible for the decision making process to drive the system sales of JCI offerings.  Actively listens, probes and identifies concerns.  Understands the customer's business and speaks their language.  Demonstrates technical expertise to develop credibility, loyalty, trust and commitment. Seeks out, targets and initiates contact with multiple contractors and consultants.  Develops network of contacts.  Observes checkpoints in the sales process that are buyer driven such as bid documents.  Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position JCI.  Qualifies and assesses potential customers.  Refers leads to other business segments. Addresses customer's operational and environmental objectives, needs and requirements.  Recommends solutions and links customer objectives to total value solution and competitive advantage.  Differentiates JCI services and products from competitors based on business benefit. Positively and credibly influences system design and construction with contractors and consultants.  Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.  Effectively writes, presents and communicates bids.  Negotiates value, addresses resistance when demonstrated and closes the sale.  Differentiates JCI as a total building environment supplier. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts.  Leverage JCI sales process to close sales quickly.  Manages the high activity of the pipeline in SMIS with a focus on bid documents, bid date, close of sale date. Leads the sales team by building and fostering team relationships to ensure customer satisfaction.  Solicits support from and communicates effectively with internal staff.  Develops relationship with Solution and Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship. Assists in the development of the team or Area Office Systems sales and marketing plans and strategies.  Aides in the implementation of these strategies and action plans.  Targets new customers based on vertical market strategies.



Bachelor's degree in business, engineering, or related discipline required. A minimum of five to seven years of progressive field sales experience.  Construction industry experience required.  Excellent initiative, and interpersonal communications skills.  Demonstrated ability to influence the market at key levels. Need experience in local HVAC controls market; successful candidate should have established relationships with Engineers and Mechanical Contractors in the local market.  Ability to travel 50%.