Senior Account Executive

5 days ago

Baltimore, Maryland, United States Johnson Controls Full time
Job Title: Senior Account Executive

Johnson Controls is seeking a highly skilled Senior Account Executive to join our team. As a Senior Account Executive, you will be responsible for selling large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.

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 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 maintain a strong understanding of the customer's business and speak their language.
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.
  • Excellent initiative, and interpersonal communications skills.
  • Demonstrated ability to influence the market at key levels.
  • Ability to travel 50%.
About Johnson Controls:

Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law.

For more information, please visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.

Salary Range: HIRING SALARY RANGE: $97,800 - $130,500 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) 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. For details, please visit the Employee Benefits tab on our main careers page at https://www.johnsoncontrols.com/careers

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