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Senior Account Executive

2 months ago

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

We are seeking a seasoned sales professional to join our team as a Senior Account Executive - Energy Solutions at Johnson Controls. 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
  • 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 economic buyers, owners, or owner representatives to drive solution sales of JCI offerings.
  • Manage ongoing sales processes, develop relationships, respond to, and anticipate customer needs.
  • Seek out, target, and initiate contact with prospective customers, develop networks 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, ensuring the customer and JCI receive maximum value from dedicated and assigned 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, participate in final project inspection, and ensure the customer is trained and oriented to system operation or the value of services delivered.
  • 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.
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.
  • 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.