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Strategic Account Executive, Complex Sales

3 months ago

Houston, United States Johnson Controls International Full time

Remote Strategic Accounts Role – Live Anywhere in the USA

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 and commission plan
  • Paid vacation/holidays/sicktime - 15 days of vacation first year
  • Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
  • Extensive product and on the job/cross training opportunities. With outstanding resources
  • Encouraging and collaborative team environment Dedication to safety through our Zero Harm policy
  • Company vehicle​
  • Check us out:  A Day in a Life at Johnson Controls

What you will do

Under general direction the Strategic Accounts Leader, responsible for the sale of enterprise-level, financially accretive building solutions to facility owners for large-scale new construction and renovation projects. Promote the JCI value proposition to executive level contacts and consultants by providing comprehensive solutions with well-defined return on investment for the client’s business and operational needs. Provide value driven sales strategies to share JCI’s vertically integrated offerings in HVAC products, Building Automation Systems (BAS), fire, security, and digital technology offerings to deliver a cohesive set of systems which ultimately drives towards the venue owners desired outcomes. Drives sales to aid in encouraging and managing long-term relationships while seeking out, qualifying, and closing new sales opportunities. Drive the sales process for our most complex and large-scale clients through their journey to develop modern, efficient, and digitally connected facility infrastructure.  Apply your experience with complex, multi-site, large scale systems to navigate the buying process through enhanced insight, collaboration, and strategic activities and partnerships. 


How you will do it

Sells, with minimal direction, the JCI offerings persuasively, persistently, and confidently to   facility owners at the executive level while reaching efficient profit levels. Manages ongoing sales process, develops relationship, responds to, and anticipates client needs. Focus on a portfolio of large volume, highly accretive opportunities across the U.S where in JCI’s role as a trusted partner is a key driver to our client’s success

Builds partnering relationships to drive the decision-making process with the owner or owner representatives to align with JCI products and services. Actively listens, probes, and identifies preferred owner outcomes. Deeply understands the landscape and client's business objectives such as patient experience, operational efficiency, and high-quality service.  Be a subject matter expert on construction delivery methodology and value streams by field trade subject area. 

Partners with JCI Cross Domain Strategic Account Managers to develop business plan for assigned account by aligning JCI offerings with key accounts and their initiatives for multi-site and/or complex integrated digital offerings. Implements and executes their co-developed business plan with local and corporately based teams at the client and JCI.

Addresses client's operational and environmental objectives, needs and requirements. Recommends solutions and links client objectives to total value solution and JCI’s competitive advantage. Applies JCI technical and financial internal subject matter experts to provide insight and customized offerings and applications of JCI solutions for client’s specific needs.  Applies knowledge of competitor’s business strategies, offerings, and solutions to favorably differentiate JCI from them.

Utilizes applicable sales tools effectively to develop market strategy and segmentation of prospective market opportunity to align resources and prioritize activities. Apply market strategy to target specific opportunities using customized approach with internal customers and external partners.  Actively supervise, manage, and lead opportunities through strong planning, communication, and documentation progress. Leverages our sales process via monthly checkpoints to gain progressive commitments from the client. Manages process steps of the pipeline in Salesforce with continued focus on next steps, action items and achievement dates.

Leads the opportunity team by building and encouraging team relationships to ensure client satisfaction. Solicits support from and communicates effectively with internal team members and business partners. Develops relationship with respective internal sales, operational, and administrative colleagues to exceed clients' expectations. Leads opportunity and facilitates the client relationship.

What we look for

Required 

  • A minimum of ten years of progressive strategic account sales experience at the executive level and above
  • Bachelor’s degree in business, construction, engineering, or related subject area required.
  • Excellent initiative and interpersonal communications skills.
  • Experience working in highly matrixed company environment.
  • Financial acumen and ability to organize large data sets
  • Demonstrated ability to influence the market at key levels.
  • Ability to travel 50% (nation-wide; virtually located position)

Preferred

  • MBA preferred.
  • Construction industry knowledge preferred.
  • Proficiency in  -industry requirements e.g., ASHRAE, ASHE, J-Co, ICRA, NFPA, CISA
  • Branch and local operational model knowledge a plus.

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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.