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Account Executive - Water Solutions

Johnson Controls

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

Senior sales executive securing water utility contracts and solutions for municipalities.

2d ago

$89,400 - $139,300

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

Full Time

Lake Mary, FL

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

proposal writing

customer training

water solutions

salesforce crm

opportunity management

partner relationships

Effectively write, present and communicate proposals. Negotiate value, address resistance when demonstrated, and close the sale.
Act as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Set appropriate customer expectations on JCI product and service offerings. Participate in final project inspection. Ensure that the customer is trained and oriented to system operation and/or the value of services delivered.
Address customers’ financial, business, operational and environmental objectives, needs and requirements. Recommend solutions that match the customer’s business and financial challenges. Differentiate JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.
Sell, 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. There will be a particular focus on selling water solutions while ensuring that we achieve maximize share of customers’ business, which may include work outside of the municipal water solutions scope. Focus 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. Sell, renew and expand renewable service agreements, including multi-year agreements, to both new and existing customers.
Maximize assigned Project Development Engineering resources effectively and efficiently. Ensure the customer and JCI receive maximum value from dedicated and assigned resources. Engage 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.
Keep management informed of progress and account status. Know when to call for assistance from upper management to keep the sales process moving.
Utilize applicable sales tools effectively (Salesforce, Account Management, Account Plan and Altify / Target Account Selling) to plan and document progress as well as increase business opportunities in accounts. Leverage JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manage 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.
Seek out, target and initiate contact with prospective customers. Develop a network of contacts. Understand and leverage sales process checkpoints. Demonstrate evidence of gaining small trial closes and commitments. Qualify and assess potential customers.
Lead the sales process by building and fostering team relationships to ensure customer satisfaction. Solicit support and communicate effectively with internal staff. Develop relationships with manufacturer and distribution partner organizations to help sales process and exceed customers' expectations. Own and facilitates the customer relationship particularly when selling Performance Contracting initiatives.
Assist in the development of team sales and marketing plans and strategies. Aide in the implementation of these strategies and action plans. Target new customers based on vertical market strategies.
Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings. Manage ongoing sales process, develops relationships, responds to and anticipates customer needs. Actively listen, probe and identify concerns. Understand the customer's business and speaks their language. Demonstrate financial and business acumen to develop credibility, loyalty, trust and commitment.
Attend and present at trade shows. Participate in professional water organizations.

What you bring

teamwork

collaboration