BAS Controls Account Manager

4 days ago

West Valley City, United States Johnson Controls Full time

At Johnson Controls, our employees are the most important part of our business. 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 global. You'll have the opportunity to develop yourself through significant work projects and learning opportunities. We strive to provide our employees with an experience focused on supporting their physical, financial, and emotional well-being. Become a member of our team and family and thrive in an empowering company culture where your voice and ideas are heard - your next great opportunity is just a few clicks away

What we offer

  • Competitive salary

  • Paid vacation/holidays/sick time - 3 week of vacation the first year

  • Comprehensive benefits package

  • Extensive product and on the job cross-training

  • Outstanding resources and collaborative team environment

  • Dedication to safety through our Zero Harm policy

What you will do

The BAS Controls Channel Account Manager will grow product revenue and margin volume and meet set sales plans and objectives through the Building Solutions North America (BSNA) channel. Get ready to sell the complete Johnson Controls product portfolio with focus on the innovative Metasys building automation system.

You will use and promote the use of the sales process to help cultivate and lead long term relationships to seek out new sales opportunities. You will represent the Global Products (GP) product and technology offerings during the sales process to the BSNA channel and end customer, as well as work with the channel to deploy new product offerings and ensure they're trained on the products, features, value proposition, and pricing.

You will also deliver the products revenue and margin plans for assigned BSNA channel accounts and establish and sustain important internal/external relationships. This position is a remote position; however, we prefer someone is based in Utah, Colorado, Illinois or Minnesota and be prepared for up to 50% domestic travel. Other states this individual supports include ID, NE, MT, SD, ND, IA.

How you will do it

  • Selling, supporting and servicing customers within their aligned accounts to drive product revenue and margin results and provide customer support on JCI's Building Control products, features, value proposition, pricing and material.

  • Partner with key and targeted customers to reach optimal sales goals.

  • Recommend product solutions and strategies to help branch sales teams deliver a cost effective and differentiated solution to market

  • Focus on driving growth for new construction projects, as well as modernization of existing installed base of products and systems

  • Leverage JCI offerings (Metasys and HVAC control products) over competitors with an understanding of the unique features and benefits offered

  • Using Playbooks with assigned accounts to conduct quarterly strategic account review sessions. Makes sure customers execute appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives.

  • Work and communicate with key stakeholders (Branch GM, Sales Management, Account Executives, Project Managers, Lead System Specialists, System Operations Specialists).

  • Support project teams, pre-bid strategy, scope review and expansion of offerings.

  • Influence and change management.

  • Responsible for top-line growth of revenue and margin within your accounts. Supports BSNA channel in meeting growth objectives around gross margin and segment income by analyzing the market and current performance.

  • Provides accurate forecasting around monthly sales and communicate any sales support that's needed.

  • Developing growth objectives for assigned accounts.

  • Active involvement in regional or local industry associations such as ASHRAE, HARDI, ARI, CGNA, etc. and actively participate in tradeshows.

  • Works with Product Management and Engineering to provide feedback on product features and enhancements for customers.

  • Provides competitive analysis of the local market and obtains technical assistance when needed, as well as technical expertise, sales assistance, and market development.

What we look for

  • Bachelor's degree in Engineering, Business or Marketing or equivalent experience

  • 6+ years of progressive, direct sales experience preferably in HVAC/Controls or a related industry

  • Excellent presentation skills

  • Able to travel 50%

  • Experience with CRM tools (Salesforce)

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