HVAC Equipment Associate Account Executive

Overview

Sell HVAC equipment to contractors, engineers, and owners, building long‑term relationships.

Key Responsibilities

• client relationships
• solution design
• project inspection
• crm management
• proposal development
• negotiation

Tasks

-Builds partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Controls offerings. Actively listens, probes and identifies concerns. Understands the customer's business cycle customer base. Demonstrates technical and business expertise and maintains a high level of credibility. Garners loyalty, trust and commitment from the customer. -Sells, with minimal supervision, the Johnson Controls offerings persuasively, persistently and confidently to all members of the construction community to include contractors, consultants and designers while reaching optimal profit levels. Manages multiple, ongoing, opportunities. In conjunction with construction events, sells, renews and expands renewable service agreements, including multiyear agreements, to both new and existing assigned customers. -Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Differentiates Johnson Controls services and products from competitors by applying creativity, ingenuity, and innovation in a value-added sales approach. -Controls offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation and the value of services delivered -For assigned accounts, seeks for Johnson Controls to become the preferred supplier of HVAC equipment and controls ( “default spec” with consulting engineers and design build contractors, “trusted advisor” with account owners). Ensures customer retention of assigned accounts. Partners with other sales representatives and/or agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (design build contractors). Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Educates and supports consultant accounts on a regular basis to obtain Basis of Design specifications. Achieves quarterly quotas and annual sales plans. -Seeks out, targets and initiates contact with multiple prospective customers in alignment with JCI strategy. Develops and maintains a network of industry contacts. Understands and leverages the sales process outcomes as well as demonstrates evidence of advancing the sale. Shares technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and favorably position Johnson Controls. Qualifies and assesses potential customers. -Leverages Johnson Controls sales process to close sales quickly. Manages the high activity of the pipeline in the managed CRM system with a focus on sales phase, close date, and probability of a close as well as other pertinent information. -Acts as the customer’s advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings. Sets appropriate customer expectations on Johnson -Positively and credibly influences JCI strategies with the construction community. Frequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively writes, and presents proposals. Negotiates value, addresses resistance and closes the sale. Differentiates Johnson Controls as a total building environment supplier.

Requirements

• initiative
• communication
• hvac sales
• 3+ years
• bachelor's

What You Bring

-Excellent initiative and interpersonal communications skills. -A minimum of three years of successful large HVAC Equipment field sales experience. -Bachelor’s degree in business, engineering, or related discipline preferred

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Benefits

-Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one -Company vehicle -Paid vacation/holidays/sick time

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.

Sector Specialisms