HVAC Smart Buildings Account Executive

Description

• Implements the sales process to aid in cultivating and running long-term relationships and in seeking out, qualifying, and closing new sales opportunities.
• Promote the JCI value proposition to executive level contractors and consultants by providing comprehensive technology solutions for the customer’s business, and operational needs. Builds and handles long term customer relationships/partnerships with key and target building owners.
• Reporting to the Sales Manager, this position will be responsible for the sale of integrated Johnson Controls Core products and Open Blue technology to architects, owners, and their consultants responsible for new construction and renovation building projects.
• Qualifies and assesses potential customers. Refers lead to other business segments while offering bundled packages to our customers.
• Keep open communication with all levels of management in Capital Projects as well as Area Management team in Field Operations relating to business assessment, analysis, and reviews.
• Collaborate and partner with our internal Project Design Engineers. Communicate the vision of the project and work closely on specifications throughout the design phase. Engage the Design Engineers in meetings with customers to review specific technologies.
• Leads ongoing sales process, responds to, and anticipates customer needs. Focus on a few projects while leading one to two at a time.
• Uses JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages process steps of the pipeline in Sales Force with a focus on next steps, action items, and turning point dates.
• Travel within the assigned territory.
• 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.
• Uses JCI Sales process within the construction development process to position JCI as the only responsible and responsive provider. Demonstrates technical knowledge and a solution that matches the customer’s project challenge to provide value to the customer and favorably position JCI.
• Frequently creates competitive, high quality, and timely estimates, bids, proposals, and cost/benefit analysis. Optimally writes, presents, and communicates bids. Negotiates's value, addresses resistance when de validated and closes the sale. Differentiates JCI as a total building environment supplier.
• Addresses customer's operational and environmental objectives, needs, and requirements.
• Owns 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 Solutions and Service sales organization to exceed customers expectations. Owns and facilitates the customer relationship.
• Recommends solutions and links customer objectives to total value solution, and competitive advantage.
• Uses applicable sales tools optimally (Sales Force, Opportunity Management plan, and website, Account Plan, and Dealmaker) to plan, communicates, and documents progress as well as increase business opportunity in accounts.
• Leverage monthly checkpoints to gain progressive commitments from the customer. Seek to expand the depth and breadth of offerings within that account. Select customer pursuit teams for major opportunities by combining members from outside Area and outside Systems team.

Requirements

• Positively and credibly influences design and construction with Owners.
• MBA is a plus.
• Demonstrated ability to influence the market at key levels.  Strong initiative and interpersonal communications skills.
• Demonstrated ability to assess building technology needs, design, and present proposed turnkey solutions.
• Experience in the traditional plan & spec bid and/or design-build markets.
• Applies knowledge of competitor’s business strategies, control products, and solutions to favorably differentiate JCI from them.
• Proven experience managing sophisticated construction projects.
• A minimum of three years of experience working in the building technologies industry.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Construction industry knowledge is required.  Must understand the construction process and potential challenges when discussing project solutions.
• Bachelor’s degree in business, engineering, architecture, construction management, or business, or equivalent experience.

Benefits

• Paid vacation/holidays/sicktime - 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Extensive product and on the job/cross training opportunities With outstanding resources
• Competitive salary
• Company vehicle

Training + Development

Interview process

Visa Sponsorship

Security clearance