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HVAC Smart Buildings Account Executive
Johnson Controls
Sell high-level technology integration solutions in large, new construction and renovation building projects, including HVAC, fire, security, controls, nurse call systems, etc.
22d ago
$52,000 - $69,000
Experienced (8-12 years), Expert & Leadership (13+ years), Intermediate (4-7 years)
Full Time
Clifton Park, NY
Field
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
sales process
project management
customer qualification
sales tools
progress tracking
customer relationship
- Leads ongoing sales process, responds to, and anticipates customer needs. Focus on a few projects while leading one to two at a time.
- Qualifies and assesses potential customers. Refers lead to other business segments while offering bundled packages to our customers.
- Uses applicable sales tools optimally (Sales Force, Opportunity Management plan, and website, Account Plan, and Dealmaker) to plan, communicates, and documents progress as well as increase business opportunity in accounts.
- Leverage monthly checkpoints to gain progressive commitments from the customer. Seek to expand the depth and breadth of offerings within that account. Select customer pursuit teams for major opportunities by combining members from outside Area and outside Systems team.
- Recommends solutions and links customer objectives to total value solution, and competitive advantage.
- Frequently creates competitive, high quality, and timely estimates, bids, proposals, and cost/benefit analysis. Optimally writes, presents, and communicates bids. Negotiates's value, addresses resistance when de validated and closes the sale. Differentiates JCI as a total building environment supplier.
- Travel within the assigned territory.
- Uses JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages process steps of the pipeline in Sales Force with a focus on next steps, action items, and turning point dates.
- Assists in the development of the team or Area Office Systems sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.
- Owns 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 Solutions and Service sales organization to exceed customers expectations. Owns and facilitates the customer relationship.
- Promote the JCI value proposition to executive level contractors and consultants by providing comprehensive technology solutions for the customer’s business, and operational needs. Builds and handles long term customer relationships/partnerships with key and target building owners.
- Addresses customer's operational and environmental objectives, needs, and requirements.
- Uses JCI Sales process within the construction development process to position JCI as the only responsible and responsive provider. Demonstrates technical knowledge and a solution that matches the customer’s project challenge to provide value to the customer and favorably position JCI.
- Implements the sales process to aid in cultivating and running long-term relationships and in seeking out, qualifying, and closing new sales opportunities.
- Collaborate and partner with our internal Project Design Engineers. Communicate the vision of the project and work closely on specifications throughout the design phase. Engage the Design Engineers in meetings with customers to review specific technologies.
- Reporting to the Sales Manager, this position will be responsible for the sale of integrated Johnson Controls Core products and Open Blue technology to architects, owners, and their consultants responsible for new construction and renovation building projects.
- Keep open communication with all levels of management in Capital Projects as well as Area Management team in Field Operations relating to business assessment, analysis, and reviews.
What you bring
competitor analysis
sales experience
project management
market influence
building tech
degree required
- Demonstrated ability to influence the market at key levels. Strong initiative and interpersonal communications skills.
- Proven experience managing sophisticated construction projects.
- Applies knowledge of competitor’s business strategies, control products, and solutions to favorably differentiate JCI from them.
- A minimum of five to seven years of progressive field sales experience at the C-level.
- MBA is a plus.
- Positively and credibly influences design and construction with Owners.
- Experience in the traditional plan & spec bid and/or design-build markets.
- Demonstrated ability to assess building technology needs, design, and present proposed turnkey solutions.
- Bachelor’s degree in business, engineering, architecture, construction management, or business, or equivalent experience.
- A minimum of three years of experience working in the building technologies industry.
- Construction industry knowledge is required. Must understand the construction process and potential challenges when discussing project solutions.
- Extensive product and on the job/cross training opportunities With outstanding resources
- Competitive salary
- Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
- Paid vacation/holidays/sicktime - 15 days of vacation first year
- Company vehicle
Information not given or found
Interview process
Information not given or found
Visa SponsorshipInformation not given or found
Security clearance- as a part of the hiring process, background checks will be conducted.
Company
Overview
1885
Year Founded
Pioneered the electric thermostat and launched the building controls industry.
2016
Year of Merger
Merged with Tyco International, expanding into fire protection and security.
$26.8B
Annual Revenue
Generates revenue across four global business segments.
Record Backlog
Project Demand
Maintains a strong backlog of digital and infrastructure projects.
- 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.
- N/A – Johnson Controls does not publish an official list of culture or values under standardized headings on its public website or LinkedIn.
43.8% reduction
Emissions reduction
Reduced Scope 1 & 2 emissions by 43.8% since 2017 toward a 55% target by 2030.
56% reduction
GHG intensity
Achieved a 56% reduction in GHG intensity since 2017.
56% renewables
Global electricity
56% of global electricity was matched by renewables in 2024.
25% sites landfill-free
Manufacturing sites
23 manufacturing sites (25%) achieved zero-landfill in 2024.
Double women leaders by 2026
Global Leadership Diversity Target
Aim to double women leaders globally and minority leaders in the U.S. within five years, initiative launched in 2021.
>100k global workforce
Community Volunteering Impact
Engaged global workforce of over 100,000 across 150+ countries, contributing over 61,000 volunteer hours in 2023.
- Includes diversity targets in senior leaders’ performance metrics tied to compensation.
- Partnerships with HBCUs to develop next-gen sustainable building leaders through scholarships and education initiatives.
- Increased spend with women- and minority-owned businesses as part of supplier sustainability and inclusion goals.
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