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Sales Executive in Advanced Security Systems

1 week ago

Horsham, Pennsylvania, United States Johnson Controls Full time

Job Description

As a Security Services Executive within Johnson Controls' security business, reporting directly to the Security Sales Manager, you will focus on securing Planned Service Agreements with both new and existing customers. Serving as a subject matter expert in video and digital services, including proactive health solutions, you will play a critical role in advancing our service offerings.

Your responsibilities will include two key areas: reactivating, adding on, and implementing minor modifications to out-of-service locations, which are essential for recapturing recurring revenue and attracting new customers for Johnson Controls. Additionally, you will be tasked with selling our comprehensive services portfolio to these customers, driving impactful outcomes and enhancing attach rates. Collaboration with district sales leaders (CSMs) will be essential as you manage performance metrics, utilizing available dashboards and tools.

Responsibilities

  • Effectively influence your territory and proactively manage out-of-service locations by identifying numerous resale/service opportunities. Strategies include:

  • Leveraging opportunity data from Salesforce, ADMIN, the 55 Day list, and PowerBI RIF List.

  • Conducting field and phone blitzes.

  • Engaging in face-to-face marketing in designated areas.

  • Employing the SPIN Selling Sales Call Process to ensure customers comprehend our value proposition.

  • Selling services and upselling products within your territory to existing and new customers, including those with previously discontinued JCI systems, while meeting assigned sales quotas.

  • Targeting and expanding existing customers with low service penetration.

  • Introducing JCI digital services to both current and prospective customers.

  • Using approved marketing materials to craft compelling sales presentations and proposals that highlight the advantages of our products over competitors.

  • Identifying non-JCI customers for service contract acquisitions.

  • Utilizing innovative lead-generating techniques, such as data mining and the PowerBI RIF Database.

  • Modifying existing customer systems to align with customer expectations.

  • Following JCI policies and procedures, conducting follow-ups with prospects, preparing contracts, processing work orders, and ensuring post-installation follow-up to confirm customer satisfaction.

  • Maintaining strong customer retention.