Senior Account Executive - Sustainable Infrastructure

Johnson Controls

Produces HVAC, fire, security and building automation systems to optimize and protect buildings globally.

Sell and manage large sustainable infrastructure solutions to C‑level building owners.

20 days ago ago

$101,100 - $150,400

Expert & Leadership (13+ years), Intermediate (4-7 years), Experienced (8-12 years)

Full Time

Memphis, TN

Hybrid

Company Size

94,000 Employees

Service Specialisms

Climate Control

HVAC

Facility Management

Fire Alarm and Suppression

Security Equipment

Building Systems

Engineering

Consulting

Sector Specialisms

Buildings

Commercial

Residential

Industrial

Energy

Infrastructure

Security

Safety

Role

What you would be doing

salesforce

ai tools

proposal development

performance contracting

negotiation

relationship building

Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings. Manages ongoing sales process, develops relationships, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.
Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.
Assists in the development of the MidSouth team sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies. Comfortable using generative AI tools in research and positioning of value proposition.
Maximizes assigned Project Development Engineering resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc.
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 JCI branch systems and service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives.
Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer’s buying process.
Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status. Sells, renews and expands service agreements, including multi-year agreements, to both new and existing customer while positioning EaaS offerings.
Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer’s business and financial challenges. Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.
Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Sets appropriate customer expectations on JCI product and service offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered.
Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and Altify) to plan and document progress as well as increase business opportunity in accounts. Leverages JCI sales process to gain progressive commitments from the customer.
Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
Attends and presents at vertical market specific trade show. Participates in professional organizations.

What you bring

market influence

team leadership

communication

field sales