Service Sales Account Exec

Johnson Controls is a growth company. And not just because we've posted increased sales for over 58 consecutive years. We also do all we can to give people the chance to grow. Our employees enjoy working at a place that offers great advancement opportunities, training, benefits and more. You'll be challenged to innovate, encouraged to apply your knowledge and well-rewarded for results.A Fortune 100 company, Johnson Controls is a global leader offering solutions in automotive systems and facility management and controls. We've been consistently recognized as one of the world's 100 best-managed companies. Our family includes more than 118,000 employees on six continents. Their health and safety is paramount to our success. We value teamwork, integrity and diversity. And we welcome anyone who shares our commitment to excellence.EOE/AA Employer

Under general direction is responsible for the sale of Johnson Controls service offerings to owners at the Director level. Promote the Johnson Controls value proposition to building owners by providing technical solutions and operational expertise. Builds and manages long term customer relationships/partnerships with target building owners. Responsible for customer satisfaction. Positions renewable service agreements as the foundation of managed account relationships. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities. Utilizes sales tools to plan and document sales progress as well as increase business opportunity in current accounts. Obtain and close sales on a monthly basis. Seeks to expand the depth and breadth of Johnson Controls offerings sold within accounts. Actively participates as a member of select account teams on key and target customer accounts. Leads the account team on assigned target and managed accounts.



PRINCIPAL DUTIES:

Sells, with minimal supervision, the Johnson Controls offerings persuasively, persistently and confidently to building owners at the D-level while reaching optimal profit levels. Focuses on improving the existing building to allow the building owner to achieve business objectives. Manages multiple, ongoing, opportunities particularly focusing on selling services and retrofits. Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.

Builds partnering relationships with the owner or owner representatives responsible for the decision-making process to drive the sale of Johnson Controls service offerings. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates technical 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. Develops and maintains a network of contacts. Understands and leverages the sales process outcomes as well as demonstrates evidence of gaining small trial closes. Shares technical knowledge plus operations expertise with the customer to match the solution to the customer's operational need and favorably position Johnson Controls. Qualifies and assesses potential customers. Refers leads to other business segments.

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.

Positively and credibly influences service strategies with owners. 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.

Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverages Johnson Controls sales process to close sales quickly.

Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff.

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 Controls product and service offerings. Participates in final project inspection.
REQUIREMENTS


Bachelor's degree in business, engineering, or related discipline required. MBA preferred. A minimum of five years of progressive field sales experience. At least three years successfully selling HVAC or building automation system service or projects. Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills. Demonstrated ability to influence the market at key levels.