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Channel Account Manager

2 months ago

Bothell WA USA, United States Johnson Controls International Full time
Job Summary

We are seeking a highly motivated and experienced Channel Account Manager to join our team at Johnson Controls International. As a key member of our sales team, you will be responsible for driving sales growth and revenue in the BAS Controls industry on the west coast.

Key Responsibilities
  • Meet assigned product sales goals and objectives with the territory
  • Partner with key and targeted customers to reach optimal sales levels
  • Recommend product solutions and link to customer goals to impart total value solution and competitive advantage
  • Differentiate and leverage Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls
  • Create partnering opportunities with the principles responsible for decision-making
  • Actively listen, probe and identify customer concerns
  • Understand customer's business and HVACR / BAS Industry at large
  • Develop credibility, loyalty, trust and commitment. Work to become the SME and trusted advisor for customers
  • Manage ongoing sales process and respond to and anticipate customer needs
  • Involved in the marketing and communication of our products, programs and tools
  • Using Johnson Controls account management principles with assigned accounts, conduct quarterly strategic account review sessions, ensure that the customer fully understands and executes proper actions towards the co-developed sales plans to achieve the sales goals and objectives named
  • Grow relationships with key stakeholders (Owner, Branch Manager(s), outside/inside sales, engineers and end users)
  • Price and Margin management and realization
  • Merchandising and maximizing of Johnson Controls product exposure, including promotional events and trade shows
  • Demand creation through joint calls on contractors, consulting engineers and owners
  • Continuous training and education efforts, throughout organization
Requirements
  • Bachelor's degree in Engineering, Business, or equivalent sales and technical experience
  • Minimum of eight years' progressive, direct sales experience in the HVAC/R and BAS industry and aptitude for developing technical skillset towards HVAC/R and BAS applications
  • Technical proficiency around BAS Product features, benefits, and applications
  • Able to travel a minimum of 50%
  • Demonstrates clear understanding of the sales process
  • Demonstrates clear understanding of organizational structures at the manufacturer & customer level
  • Proven record of accomplishment of setting SMART (Specific, Measurable, Attainable, Relevant, Time) goals and meeting or exceeding expectations
  • Demonstrates passion for learning the industry, products, business and customer base

Johnson Controls International plc. 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, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law.