Channel Account Manager

2 months ago

Bothell Washington United States of America Johnson Controls Full time

What you will do and how you will do it

Johnson Controls is a global diversified technology and multi-industrial leader serving a wide range of customers in more than 150 countries. Our commitment to sustainability dates to our roots in 1885, with the invention of the first electric room thermostat. We are committed to helping our customers win everywhere, every day and creating greater value for all of our stakeholders through our strategic focus on buildings.

Johnson Controls is seeking a Channel Account Manager to support and sell to our customers in the BAS Controls industry on the west coast Get ready to become apart of a supportive, fun and enthusiastic team, as well as have the opportunity to make it your own. We prefer to have this person be based in Seattle, or Portland, OR. If you're looking for a role that allows you to exercise your passion for entrepreneurship, then keep reading

How you will do it

  • Responsible for meeting assigned product sales goals and objectives with the territory

  • Partnering with key and targeted customers to reach optimal sales levels

  • Recommends product solutions and links to customer goals to impart total value solution and competitive advantage

  • Differentiates and leverages Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls.

  • Creates partnering opportunities with the principles responsible for decision-making

  • Actively listens, probes and identifies customer concerns.

  • Understands customer's business and HVACR (Heating, Ventilation, Air Conditioning, Refrigeration) / BAS (Building Automation Systems) Industry at large

  • Develops credibility, loyalty, trust and commitment.  Works to become the SME and trusted advisor for customers

  • Manages ongoing sales process and responds to and anticipates customer needs.

  • Involved in the marketing and communication of our products, programs and tools

  • Using Johnson Controls account management principles with assigned accounts, conducts quarterly strategic account review sessions, ensures that the customer fully understands and executes proper actions towards the co-developed sales plans to achieve the sales goals and objectives named.

  • Grow relationships with key stake holders (Owner, Branch Manager(s), outside/inside sales, engineers and end users)

  • Price and Margin management and realization

  • Merchandising and maximizing of Johnson Controls product exposure, including promotional events and trade shows

  • Demand creation through joint calls on contractors, consulting engineers and owners

  • Continuous training and education efforts, throughout organization

What you will need
Required

  • Bachelor's degree in Engineering, Business, or equivalent sales and technical experience.

  • Minimum of eight years’ progressive, direct sales experience in the HVAC/R and BAS industry and pptitude for developing technical skillset towards HVAC/R and BAS applications.

  • Technical proficiency around BAS Product features, benefits, and applications

  • presentations.

  • Able to travel a minimum of 50%

  • Demonstrates clear understanding of the sales process.

  • Demonstrates clear understanding of organizational structures at the manufacturer & customer level.

  • Proven record of accomplishment of setting SMART (Specific, Measurable, Attainable, Relevant, Time) goals and meeting or exceeding expectations.

  • Demonstrates passion for learning the industry, products, business and customer base.

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