HVAC Equipment Associate Account Executive

Description

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• Controls offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation and the value of services delivered
• 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
• 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.

Requirements

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

Benefits

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

Training + Development

Interview process

Visa Sponsorship

Security clearance