Overview
Job Description
Johnson Controls is seeking a Senior Account Executive Energy Solutions in our Sustainable Infrastructure business. We are looking for a seasoned sales professional with a proven track record of success selling performance contracts for commercial buildings, resulting in reduced energy costs for our customers.
Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high-potential, solution sales customers at the C-level. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer’s business and financial challenges. Build and manage long-term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Execute the sales process to cultivate and manage long-term relationships and to seek out, qualify and close new sales and guaranteed savings opportunities. Position renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilize sales tools to plan and document progress and 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 account team on key and target customers. Focused in a vertical market.
Responsibilities
* Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Focuses on selling performance contracting and maximizing share of customers’ business. Demonstrates value at the executive level by providing solutions to business and financial challenges. Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customers.
* Builds partnering relationships with the economic buyer, owner or owner representatives responsible for decision making to drive solution sales of JCI offerings. Manages the ongoing sales process, develops relationships, responds to and anticipates customer needs. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
* Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints and demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.
* Addresses the customer’s financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer’s business and financial challenges. Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.
* Maximizes assigned Project Development Engineering resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources.
* Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.
* Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer’s buying process.
* Leads 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 Systems and Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives.
* Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Sets appropriate customer expectations on JCI product and service offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered.
* Assists in the development of the team or Area Office Solution sales and marketing plans and strategies. Aids in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.
* Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
* Attends and presents at trade shows. Participates in professional organizations.
Qualifications
Bachelor’s degree in business, engineering, or related discipline required. MBA preferred. A minimum of five to seven years of progressive field sales experience at the C-level. Prefer experience selling energy solutions performance contracts. Excellent initiative and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability to travel 50%.
Who we are
Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit Johnson Controls tomorrowneedsyou. The salary range for this role is $83,000 - $139,000, with a competitive incentive plan and benefits package. Details available on the Johnson Controls Careers site at about-us.
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