Account Executive Owner (Commercial HVAC)
Job Description:
Underspecific direction is responsible for the sale of Johnson Controls serviceofferings to owners, primarily at the Director level. Promote the JohnsonControls value proposition to building owners by providing technical solutionsand operational expertise. Builds and manages long term customerrelationships/partnerships with target and managed accounts. Responsiblefor customer satisfaction. Positions renewable service agreements as thefoundation of managed account relationships. Executes the sales processto cultivate and manage long-term relationships and seeking out, qualifying andclosing new sales opportunities. Utilize sales tools to plan and documentprogress as well as increase business opportunity at accounts. Obtain andclose sales on a monthly basis. Seeks to expand the depth and breadth ofJohnson Controls offerings within an account.
PRINCIPAL DUTIES
With direction from the supervising manager, sells the Johnson Controlsofferings persuasively, persistently and confidently to building owners at theD-level while reaching optimal profit levels. Focuses on improving the existingbuilding to allow the building owner to achieve business objectives. Manages ongoing, opportunities particularly focusing on selling services andretrofits. Sells, renews and expands renewable service agreements, includingmulti-year agreements, to both new and existing customers.
Buildspartnering relationships with the owner or owner representatives responsiblefor the decision-making process to drive the sale of Johnson Controls serviceofferings. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language.
Seeks out,targets and initiates contact with multiple prospective customers. Keepsmanager informed of sales progress and changes in the marketplace. Develops and maintains a network of contacts. Understands and leveragesthe sales process as well as demonstrates evidence of gaining small trialcloses. Shares technical knowledge plus operations expertise (when tomaintain, when to replace) with the customer.
Addressescustomer's operational and environmental objectives, needs andrequirements. Recommends solutions and links customer objectives to totalvalue solution and competitive advantage.
Positivelyand credibly influences service strategies with owners. Frequentlycreates competitive, high quality and timely estimates, proposals, andcost/benefit analysis. Effectively writes, and presents proposals. Verifieseach new proposal with supervising manager prior to presenting it to thecustomer. With support from the supervising manager negotiates value, addressesresistance and closes the sale.
Utilizesapplicable sales tools effectively (SMIS, Account Management, Account Plan andTAS) to plan and document progress as well as increase business opportunity inaccounts. Manages the high activity of the pipeline in SMIS with a focuson sales phase, close date, and probability of a close as well as otherpertinent information.
Solicitssupport from and communicates effectively with internal staff to ensurecustomer satisfaction. Develops relationship with Systems and Solutionssales organization to exceed customers' expectations.
Acts as thecustomer's advocate in interactions with Johnson Controls to ensure thecustomer obtains the best value from the Johnson Controls offerings. Setsappropriate customer expectations on Johnson Controls product and serviceofferings. Participates in final project inspection with the supervisingmanager.
Keeps managementinformed of progress and account status. Calls for assistance frommanager to keep the sales process moving.
Attends andpresents at trade show. Participates in professional organizations.
Job
Qualifications:Bachelor's degree in business, engineering, or related discipline required. A minimum of six (6) years of progressive field sales experience. At least one year 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 account decision makers at key levels.
. Apply now!Estimated Salary: $20 to $28 per hour based on qualifications.
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