HVAC Equipment Account Executive

3 months ago

Rockville VA US Johnson Controls International Full time

Build your best future with the Johnson Controls team

As a global leader in smart, healthy, and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places, and the planet.  Join a winning team that enables you to build your best future Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away

What we offer

  • Competitive base salary and commission program.
  • Three weeks paid vacation in a calendar year/holidays/sick time/three PTO days in a calendar year.
  • Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one. 
  • Extensive product and on the job/cross training opportunities
  • Encouraging and collaborative team environment
  • Dedication to safety through our Zero Harm policy
  • Company vehicle depending on the position (Decal or Non-decal)
  • Providing Scheduling and management support.
  • JCI Employee discount programs (The Loop by Perk Spot)

What you will do

Under general direction is responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners. Promote the Johnson Controls value proposition to construction community by providing business and technical solutions. Builds and manages long term customer relationships/partnerships with assigned accounts.  Responsible for customer satisfaction and loyalty while working in conjunction with operations partners. Positions renewable service agreements as a foundation of managed account relationships. Assists in promoting and selling Building Controls offerings in collaboration with branch Controls sales team. 

Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying, and closing new sales opportunities.  Utilizes applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts.  Seeks to expand the depth and breadth of Johnson Controls offerings sold within assigned accounts with a focus on maximizing HVAC equipment sales.  Actively participates as a member on select account teams on key and target owner accounts.  May lead the account team on assigned target and key owner accounts where significant growth opportunities exist, and more robust equipment expertise is required to solidify the opportunity. Seeks to continually develop sales skills and to enhance knowledge of the JCI product and service offerings.

How you will do it

  • Sells, with minimal supervision, the Johnson Controls offerings persuasively, persistently, and confidently to all members of the construction community to include contractors, consultants and designers while reaching optimal profit levels. Manages multiple, ongoing, opportunities. In conjunction with construction events, sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing assigned customers.
  • Builds partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Controls offerings.  Actively listens, probes and identifies concerns.  Understands the customer's business cycle customer base.  Demonstrates technical and business 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 in alignment with JCI strategy.  Develops and maintains a network of industry contacts.  Understands and leverages the sales process outcomes as well as demonstrates evidence of advancing the sale.  Shares technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and favorably position Johnson Controls.  Qualifies and assesses potential customers.
  • 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 JCI strategies with the construction community.  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.  Differentiates Johnson Controls as a total building environment supplier.
  • Leverages Johnson Controls sales process to close sales quickly.  Manages the high activity of the pipeline in the managed CRM system with a focus on sales phase, close date, and probability of a close as well as other pertinent information.
  • 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 offerings.  Participates in final project inspection.  Ensures that the customer is trained and oriented to system operation and the value of services delivered.

What we look for

Required

  • Bachelor’s degree in mechanical engineering, or related discipline. ​
  • A minimum of Five years of successful large HVAC Equipment field sales experience. 
  • Demonstrates a commitment to integrity and quality in business.
  • Excellent initiative and interpersonal communications skills. 

Preferred

  • Five plus years of experience of successful proven track record selling HVAC equipment.

#SalesHiring

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.

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