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HVAC Service Sales Growth Specialist

2 months ago

Horsham, Pennsylvania, United States Johnson Controls International Full time
About the Role

We are seeking a highly motivated and results-driven HVAC Service Sales Development Representative to join our team at Johnson Controls International. As a key member of our sales team, you will be responsible for driving business growth and profitability by establishing and building profitable service relationships with new customers.

Key Responsibilities
  • Initiate, establish, and build profitable service relationships between new customers and Johnson Controls.
  • Focus on selling renewable maintenance agreements as the key building block for establishing these relationships.
  • Work within an assigned geographic territory, collaborating with sales and operations professionals within the branch to achieve sales goals.
  • Use sales tools to plan and document sales progress, increasing business opportunities in current accounts.
  • Obtain and close business on a monthly basis.
How You Will Succeed
  • Follow a disciplined and professional process to identify, target, and qualify prospective new customers.
  • Take advantage of market conditions and networks effectively to uncover new leads and contacts.
  • Contacts prospective customers and schedules appointments.
  • Build a referral network to identify new customers.
  • Conduct sales calls to identify key sources of problems and/or dissatisfaction confronting Facility Directors in operating and maintaining heating/cooling, ventilation, and control system equipment.
  • Develop a sense of urgency to resolve needs and position Johnson Controls as the supplier of choice.
  • Propose solutions to prospective customers' needs through creative and innovative application of local branch service capabilities, with a focus on selling renewable maintenance agreements with an emphasis on digital service offerings, sustainability, and decarbonization.
  • Understand the customer's business and speak their language.
  • Reviews and finalizes proposals with prospects and secures their commitment to the Johnson Controls solution.
  • Conduct customer kick-off meetings, resolve customer issues, create pull-through opportunities, maintain service agreements, extend service agreements, and support the collections process.
  • Keep management informed of progress and account status using the Johnson Controls tool and other means.
  • Know when to call for assistance from management to keep the sales process moving.
  • Develop and implement territory marketing plans consistent with the Johnson Controls Building Solutions business strategy.
  • Attend and present at trade shows.
  • Participate in professional organizations.
  • Represent Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.
Requirements
  • 2-3 previous progressive sales roles.
  • Aptitude for technical knowledge with a high level of attention to detail.
  • Enviable presentation skills, complete with the ability to captivate in both individual and group communications.
  • Selling of 'service' and intangibles.
  • Exposure to sales methodologies, standards, and disciplines.
  • Bonus qualifications: knowledge of Building HVAC Systems, knowledge and experience in education.