Account Exec Service Sales

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, responsible for the sale of JCI service offerings to owners at the director level. Promote the JCI 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 progress as well as increase business opportunity in accounts. Obtain and close sales on a monthly basis. Seeks to expand the depth and breadth of offerings within that account. Participates as a member of account team on key and target customer accounts and leads the account team on assigned target and managed accounts.



PRINCIPAL DUTIES:Sells, with minimal supervision, the JCI 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, projects 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 service sales of JCI offerings. Actively listens, probes and identifies concerns. Understands the customer's business and speak their language. Demonstrates technical expertise to develop credibility, loyalty, trust and commitment.

Seeks out, targets and initiates contact with multiple prospective customers. Develops network of contacts. Understands and leverages the sales process checkpoints 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 JCI. 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 JCI services and products from competitors based on business benefits.

Positively and credibly influences service strategies with owners. Frequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively writes, presents and communicates proposals. Negotiates value, addresses resistance and closes the sale. Differentiates JCI as a total building environment supplier.

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 JCI sales process to close sales quickly. Manages the high activity of the pipeline in SMIS with a focus on sales phase, close date, and probability of a close as well as other pertinent information.

Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicate effectively with internal staff. Develops relationship with Systems and Solutions sales organization to exceed customers' expectations. Owns and facilitates the customer relationship within assigned accounts.
REQUIREMENTS


Bachelor's degree in business, engineering, or related discipline required. MBA preferred. A minimum of five to seven years of progressive field sales experience. Excellent initiative, and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability to travel 50%.