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HVAC Commercial Account Manager

3 months ago

Milwaukee, United States Johnson Controls Full time

Job Description

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  

  • Check us out:  A Day in a Life at Johnson Controls 

What you will do 

This is a remote position but will require regular travel within the territory so you must live near Madison / Milwaukee, WI Area.

  • You will represent one of the leading brands in the HVAC distribution channel for York Factory Direct promoting the JCI portfolio in the assigned market. You will also become a member of a highly motivated, winning team fostering an inclusive and positive culture. 

  • You will be responsible for selling mainly Commercial HVAC equipment, parts and supplies to HVAC contractors. 

  • The selected candidate will develop partnerships with existing customers to increase share of wallet, with a targeted focus on recruiting new commercial customers into the York family to increase market share. You will represent a company proud to design, assemble and manufacture HVAC products in the USA.. 

  • Leadership coaching will be a constant throughout your career. Investing in our people is a high priority at JCI. Your sales leaders will onboard you with all the programs, product and company information you need to succeed. 

  • They will always be available to help answer questions and mentor you where they see fit or where improvements can be met. This is designed to make you the best sales professional in the industry so you can achieve all of your personal and professional goals 

How you will do it: 

  • Build relationships with existing customers with emphasis on securing new commercial customers, while expanding growth year-over-year. 

  • Discuss all the products and programs York Factory Direct offers to gain more share of wallet. 

  • Teach and coach customers to utilize all program features available to grow their business; the more they sell, the more we sell 

  • Prospect and recruit customers who fit the York partnership profile. Prove “Why York” is an industry leader with the power behind it to grow their business. 

  • Create custom marketing strategies to help your customers grow. 

  • As needed, you will receive support from our market leaders and a marketing manager. 

  • Assist your customer to select the best York products to meet their client’s needs. 

  • This includes coaching them on their selling approach, product specifications/performance and application regulations which may vary by job. 

  • Negotiate prices and terms of sale. 

  • Ensure customers participate and attend our industry-leading training classes offered locally and virtually. 

  • Our local service managers are best-in-class providing your customer a great resource to improve their quality in the field and increase consumer confidence as they build their business. 

  • Perform to plan. 

  • Set weekly, monthly, quarterly and annual sales goals for overall sales, sales calls, product mix/segmentation, new dealer registrations, training, as well as many other sales metrics. 

What we look for: 

  • Bachelor’s Degree or an equivalent combination of education and experience. 

  • HVAC industry experience

  • Commercial quoting experience required for both replacement and plan & specification projects.

  • Minimum 3+ years of direct outside sales experience. 

  • Must be able to use Microsoft Office and Salesforce.com. 

  • Travel required to each customer within aligned market. 

  • Self-motivated individuals with a high energy level and desire to achieve goals beyond what is required. 

  • The right fit is driven to become #1 in the region and across the entire company 

  • High-performing sales individuals with an understanding of the sales process/cycle and knowledge of principles and methods for showing, promoting, and selling products or services. Anyone can sell a box, what separates you from the competition? 

  • Ability to utilize sales process to uncover customer objections/concerns and determine appropriate solutions, while maintaining a plan of action until desired results are achieved. 

  • Understand the principles and processes for providing best-in-class customer service. 

  • Know what a customer needs before they ask. 

  • Exceed customer expectations with your level of service, knowledge and response time. 

  • Customer satisfaction is key to your success. 

  • Ability to listen, gain trust and bring to closure an action, project, resolution, or sale with customers. 

  • Business acumen including sales forecasting, opportunity management and customer planning. 

  • Ability to understand and communicate in today’s technologically driven business environment. 

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