HVAC Smart Building Sales Rep

2 weeks ago

Madison, United States Johnson Controls Full time
Under general direction, the Smart Building Rep Account Executive is responsible for the sale of Johnson Controls Building Automation offerings to owners at the Facility Director, C-suite or VP level. Promote the Johnson Controls value proposition for a Building Automation System (BAS) project to building owners / end users by providing business and technical solutions. Develops new long term customer relationships/partnerships within assigned opportunities and accounts. Partners with above area and local market owner sales teams, project development engineers, and project team leaders, to convert leads to BAS contracts and maximize all JCI product and service offerings to expand JCI share of customer wallet. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new BAS sales opportunities.How you will do it:
  • Sells, with minimal supervision, the Johnson Controls BAS offering persuasively, persistently and confidently to building owners at the D & C-level while reaching optimal profit levels within assigned opportunities and accounts. Focuses on improving the existing and new facilities to allow the building owner to achieve business objectives. Sells, expands JCI product, offerings, and new service agreements, including multi-year agreements, to new customers.
  • Achieves assigned revenue of a minimum of $5M in annual Prime Retrofit sales within assigned accounts and markets and meet assigned margin targets.
  • Builds partnering relationships with the owner or owner representatives responsible for the decision-making process to drive the sale of Johnson Control Design/Build Mechanical Retrofit offerings.
  • Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Differentiates Johnson Controls BAS services from competitors by applying creativity, ingenuity, and innovation in a value-added sales approach.
  • Actively establishes a “mentor” relationship with an Account Executive within assigned branch to assist with their development as a professional Building Automation salesperson, with the goal of enhancing his or her productivity.
  • Collaborate across domains to identify and close BAS opportunities.
  • Focus on selling performance/outcome-based BAS agreements.
     
What we look for:Required
  • BA/BS degree or equivalent experience in Electrical, Mechanical, or Industrial Engineering.
  • Minimum of two years’ experience in Building Automation executive level sales.
  • Minimum of two years’ experience in the HVAC industry.
  • Experience selling advanced analytics and integrated digital solutions.
  • Demonstrated commitment to integrity and quality in business.
  • Professional interpersonal communication and collaborative skills.
  • Demonstrated ability to influence the market at key levels.
  • Demonstrated proficiency operating CRM tools (preferably Salesforce).
  • Proficiency in Microsoft Suite Applications and various reporting tools and systems including financial, market share Salesforce and BI tools (Word, Excel, Access, Teams, PowerPoint, Power BI and SharePoint).
  • Willing to travel up to 25% of the time for business purposes.

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