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Senior Sales Executive

2 months ago

Littleton, Colorado, United States Johnson Controls International Full time
About the Role

We are seeking a seasoned sales professional to join our team at Johnson Controls International as a Senior Account Executive - Energy Solutions. This role is part of our Sustainable Infrastructure business and requires a proven track record of success selling performance contracts for commercial buildings.

Key Responsibilities
  • Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.
  • Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges.
  • Builds and manages long-term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction.
  • Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities.
  • Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships.
  • Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts.
  • Leverage monthly checkpoints to gain progressive commitments from the customer.
  • Select account team on key and target customers. Focused in a vertical market.
How You Will Succeed
  • Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
  • Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business.
  • Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status.
  • Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.
  • Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings.
  • Manages ongoing sales process, develops relationship, responds to and anticipates customer needs.
  • Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language.
  • Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
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.
  • Excellent initiative, and interpersonal communications skills.
  • Demonstrated ability to influence the market at key levels.
What We Offer

This role offers a competitive Sales Commission Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package.