Sr. Commercial Account Executive

3 days ago

Lehigh Valley, United States Johnson Controls 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 salary

  • Paid vacation/holidays/sick time

  • Comprehensive benefits package including 401K, medical, dental, and vision care

  • On the job/cross training opportunities

  • Encouraging and collaborative team environment

  • Dedication to safety through our Zero Harm policy

What you will do 

The Sr. Commerical Security Account Executive is a senior level sales associate with accreditation/certification, team selling skills and knowledge of Johnson Controls integrated level technologies, including fire and other high-level applications. The position is responsible for securing profitable sales and upgrades to new, existing and discontinued Johnson Controls Commercial customers within an assigned territory while maximizing customer satisfaction and retention. This rep will also have a commanding knowledge of our product line, as well as that of our services. Senior Account Executive is responsible for sale of more sophisticated, integrated solutions and products.
A portion of this individual's time will be spent working with and developing the skills of newer sales associates as directed by the Commercial Management team. This individual will work on all Fire, as well as integrated technologies to assure that the selling

rep as well as the customer's needs are met, and at Johnson Controls job profitability is assured.

How you will do it 

  • Adhere to current Johnson Controls policies, procedures, products, programs and services.

  • Create new market share by selling a broad range of Johnson Controls products and services to new local commercial customers.

  • Sell additional products and services to existing accounts that continue to present new sales opportunities. Sell add-ons, amend, and convert existing customer systems to meet the customers' expectations.

  • Renew existing customer agreements.

  • Responsible for resale opportunities within an assigned territory

  • Sell products within assigned territory consisting of integrated video surveillance, access control, and fire sales.

  • Fire jobs, where NICET certification and an understanding of local municipal codes are required will be estimated, confirmed, and sold with the support of this associate.

  • Identify prospects utilizing creative lead-generating techniques and maintain productive working relationships with existing customers.

  • Utilize approved marketing materials to include the Commercial Model Sales Call process to present sales presentation and proposal to prospects, assuring the customer understands our value proposition, positive features and advantages of our products and services over those of the competition. Follow up with prospects in a timely manner.

  • Independently establish call plans and customer follow-up strategies and tactics; consistently apply time and territory management techniques.

  • Maintain an in-depth knowledge of complete line of products/services and customers' issues and needs through in-house training, networking and reading/research.

  • Obtain referrals and work with Centers of Influence.

  • Process work order and complete all paperwork in accordance with approved and standardized procedures.

  • Conduct post installation follow-up by contacting customer, ensuring commitments were met and affirm customer satisfaction once the customer has been in service.

  • Provide training/guidance to less experienced representatives.

  • Team-sell with other Johnson Controls associates, particularly representatives in the first 180 days of position being assigned.

  • Responsible for new business development for North America and Local business accounts - existing customers and new.

What we look for 

Required

  • High school degree or equivalent required.

  • Minimum of 5 years’ experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota. 

  • Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls organizations.

  • Ability to work a full-time schedule

Preferred

  • Associates Degree

  • Available for local/regional travel, which may include nights and weekends to accommodate customer's schedule

   

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