Senior Account Executive

4 days ago

Irving, Texas, United States Johnson Controls International Full time
About the Role

We are seeking a seasoned sales professional to join our Sustainable Infrastructure business at Johnson Controls International. As a Senior Account Executive, you will be responsible for selling performance contracts for commercial buildings, reducing energy costs for our customers.

Key Responsibilities
  • Sell JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level.
  • Focus on demonstrating value at the executive level by providing solutions to business and financial challenges.
  • Build partnering relationships with economic buyers, owners, or owner representatives to drive solution sales of JCI offerings.
  • Manage ongoing sales processes, develop relationships, respond to, and anticipate customer needs.
  • Seek out, target, and initiate contact with prospective customers, develop a network of contacts, and understand and leverage sales process checkpoints.
  • Qualify and assess potential customers, refer leads to other business segments, and address customer financial, business, operational, and environmental objectives, needs, and requirements.
  • Maximize assigned Project Development Engineering resources effectively and efficiently, ensuring the customer and JCI receive maximum value from dedicated and assigned resources.
  • Effectively write, present, and communicate proposals, secure major opportunities through the use of financial agreements, negotiate value, address resistance when demonstrated, and close the sale.
  • Utilize applicable sales tools effectively to plan and document progress, increase business opportunity in accounts, and leverage JCI sales process monthly checkpoints to gain progressive commitments from the customer.
  • Lead the sales team by building and fostering team relationships to ensure customer satisfaction, solicit support from, and communicate effectively with internal staff, develop relationships with Systems and Service sales organization to exceed customers' expectations, and own and facilitate the customer relationship.
  • Act as the customer's advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings, set appropriate customer expectations on JCI product and service offerings, participate in final project inspection, and ensure that the customer is trained and oriented to system operation or the value of services delivered.
Requirements
  • Bachelor's degree in business, engineering, or related discipline required; MBA preferred.
  • A minimum of five to seven years of progressive field sales experience at the C-level.
  • Prefer someone with experience selling energy solutions performance contracts and a background selling into the Government/higher education verticals.
  • Excellent initiative, and interpersonal communications skills.
  • Demonstrated ability to influence the market at key levels.
  • Ability to travel 50%.

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