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Business Development Director

2 months ago

Brecksville, Ohio, United States Johnson Controls International Full time
Job Summary

We are seeking a seasoned sales professional to join our team as a Business Development Director - Energy Solutions. This role is part of our Sustainable Infrastructure business at Johnson Controls, and we are looking for someone with a proven track record of success selling performance contracts for commercial buildings.

Key Responsibilities
  • Sell JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
  • Build partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings.
  • Seek out, target, and initiate contact with prospective customers, develop a network of contacts, and understand and leverage sales process checkpoints.
  • Address customer financial, business, operational, and environmental objectives, needs, and requirements, and recommend solutions that match the customer's business and financial challenges.
  • Maximize assigned Project Development Engineering resources effectively and efficiently, ensure the customer and JCI receive maximum value from dedicated and assigned resources, and engage appropriate sales support 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, and develop relationships with Systems and Service sales organization to exceed customers' expectations.
  • 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, and participate in final project inspection.
  • Assist in the development of the team or Area Office Solution sales and marketing plans and strategies, aid in the implementation of these strategies and action plans, target new customers based on vertical market strategies, and keep management informed of progress and account status.
  • Attend and present at trade shows, participate in professional organizations, and leverage monthly checkpoints to gain progressive commitments from the customer.
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%.