HVAC Service Sales Development Representative

1 week ago

Brockton, Massachusetts, United States Johnson Controls International Full time

About the Role:

The HVAC Service Sales Development Representative is a critical position within the Johnson Controls International team, responsible for driving the growth and profitability of the HVAC Service business. As a key member of our sales team, you will be responsible for establishing and building profitable service relationships between new customers and Johnson Controls.

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.
  • 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.
  • 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.
  • Review and finalize proposals with prospects and secure 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 Salesforce.com tool and other means.

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.

Preferred Qualifications:

  • Knowledge of Building HVAC Systems.
  • Knowledge and experience in SalesForce.com.
  • Post-secondary education.

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