Major Projects Account Exec Construction

Overview

Drive sales of integrated building solutions to large construction projects for key verticals.

Key Responsibilities

• salesforce
• market strategy
• proposal development
• solution consulting
• stakeholder engagement
• account planning

Tasks

-Uses JCI Sales process within the project/program development process to position JCI as a key partner uniquely positioned to provide enhanced value. Demonstrates technical knowledge and a solution that delivers the client’s project outcome. Qualifies and assesses potential clients and opportunities. Partners with internal sales professionals for specific offerings with specialized business units by geography and by project as needed. -Builds partnering relationships to drive the decision-making process with the owner or owner representatives to align with JCI products and services. Actively listens, probes, and identifies preferred owner outcomes. Deeply understands the construction and development landscape and our client's business objectives such as patient experience, operational efficiency, and high-quality service. Be a subject matter expert on construction delivery methodology and value streams by field trade discipline. -Utilizes applicable sales tools effectively to develop market strategy and segmentation of prospective market opportunity to align resources and prioritize activities. Utilize market strategy to target specific opportunities utilizing customized approach in conjunction with internal stakeholders and external partners. Actively track, manage, and lead opportunities through strong planning, communication, and documentation progress. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the client. Manages process steps of the pipeline in Salesforce with continued focus on next steps, action items and milestone dates. -Leads the opportunity team by building and fostering team relationships to ensure client satisfaction. Solicits support from and communicates effectively with internal team members and business partners. Develops relationship with respective internal sales, operational, and administrative colleagues to exceed clients' expectations. Leads opportunity and facilitates the client relationship. -Positively and credibly influences project stakeholders via competitive, high-quality proposals and analyses. Effectively writes, presents, and communicates proposals. Negotiates value, addresses opposition when demonstrated and secures agreements which deliver accretive value. Differentiates JCI as a unique combination of supplier, designer, digital partner, and servicer. -Seeks out, targets and initiates contact with building owners or program managers responsible for the decision making to generate demand for JCI’s products and services through customized sales presentations and proposals. -Addresses client's operational and environmental objectives, needs and requirements. Recommends solutions and links client objectives to total value solution and competitive advantage. Utilizes JCI technical and financial internal subject matter experts to provide insight and customized offerings and applications of JCI solutions for client’s specific needs. Applies knowledge of competitor’s business strategies, offerings, and solutions to favorably differentiate JCI from them. -Partners with JCI Strategic Account Managers to develop business plan for assigned account by aligning JCI offerings with key accounts and their initiatives for multi-site and/or complex integrated digital offerings. -Sells, with minimal supervision, the JCI offerings persuasively, persistently, and confidently to clients at the C-level while reaching optimal profit levels. Manages ongoing sales process, develops relationship, responds to, and anticipates client needs. Focus on a portfolio of large volume, highly accretive opportunities across the U.S.

Requirements

• dbia
• aia
• bms
• bachelor’s
• mba
• field sales

What You Bring

-Excellent initiative, and interpersonal communications skills. -Proficiency in construction delivery methodology and key building systems e.g. DBIA, AIA, BMS -Bachelor’s degree in business, construction, engineering, or related discipline required. -Construction industry knowledge required. -Demonstrated ability to influence the market at key levels. -MBA preferred. -A minimum of seven to ten years of progressive field sales experience at the C-level. and above -Ability to travel 50% (nation-wide; virtually located position)

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Benefits

-Comprehensive benefits package, including 401K, medical, dental, and vision care, available from day one -Competitive salary -JCI Employee discount programs (The Loop by Perk Spot) -An encouraging and collaborative team environment that values diverse perspectives and fosters innovation -Generous paid vacation, holidays, and sick time - 15 days of vacation in your first year to promote work-life balance -On-the-job and cross-training opportunities

About Johnson Controls

-Pioneered the electric thermostat, launching the building controls industry. -Evolved into a global leader in smart building systems through over a century of innovation. -Typical projects range from HVAC installations to integrated smart systems in hospitals, airports, stadiums, and data centers using their OpenBlue digital platform. -Expertise covers HVAC, fire detection and suppression, security systems, energy management, and facility services. -Earned LEED Platinum certification for its North American headquarters and supplied smart systems to landmarks like Burj Khalifa and Taipei 101.

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