Account Executive Major Projects Specialist

2 days ago

Lynnfield, Massachusetts, United States Johnson Controls Full time
Job Title: Account Executive Major Projects

Johnson Controls is seeking a seasoned Account Executive to join our Major Projects team. As a key member of our sales team, you will be responsible for selling integrated low voltage technology solutions to building owners, developers, general contractors, engineers, architects, and consultants responsible for new capital construction and renovation building projects.

Key Responsibilities:
  • Promote the JCI value proposition to executive level owners and consultants by providing comprehensive technology solutions for the customer's business and operational needs.
  • Build and manage long-term customer relationships/partnerships with key and target building owners, general contractors, and architectural and engineering principles.
  • Execute the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying, and closing new sales opportunities.
  • Manage ongoing sales process, respond to and anticipate customer needs, and focus on a few projects while managing one to two at a time.
  • Leverage monthly checkpoints to gain progressive commitments from the customer and seek to expand the depth and breadth of offerings within that account.
  • Use JCI Sales process within the construction development process to position JCI as the only responsible and responsive provider.
  • Demonstrate technical knowledge and a solution that matches the customer's project challenge to provide value to the customer and favorably position JCI.
  • Qualify and assess potential customers, refer leads to other business segments, and offer bundled packages to customers.
  • Address customer's operational, sustainability, and environmental objectives, needs, and requirements, and recommend solutions that link customer objectives to total value solution and competitive advantage.
  • Apply knowledge of competitor's business strategies, control products, and solutions to favorably differentiate JCI from them.
  • Positively and credibly influence design and construction with owners, contractors, and consultants, and frequently create competitive, high-quality, and timely estimates, bids, proposals, and cost/benefit analysis.
  • Negotiate value, address resistance when demonstrated, and close the sale, differentiating JCI as a total building environment supplier.
  • Utilize applicable sales tools effectively to plan, communicate, and document progress, and increase business opportunity in accounts.
  • 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 the Service sales organization to exceed customers' expectations.
  • Assist in the development of the team Regional and Metro Market Office sales, marketing plans, and strategies, and aid in the implementation of these strategies and action plans.
Requirements:
  • Bachelor's degree in business, engineering, architecture, or construction management.
  • A minimum of seven to ten years of progressive field sales experience at the C-level, with a minimum of three years of experience working in the building technologies industry.
  • Construction industry knowledge is required, and the ability to understand the construction process and potential challenges when discussing project solutions.
  • Demonstrated ability to assess building technology needs, design, and present proposed turnkey solutions, with experience in the traditional plan & spec bid and/or design-build markets.
  • Demonstrated ability to influence the market at key levels, with strong initiative and interpersonal communications skills, and proven experience managing complex construction projects.
Preferred Qualifications:
  • MBA is a plus.
  • Prefer this individual to have solution selling in one or more of the integrated low voltage technology competencies: Building Automation (BAS), Security, Fire, Digital solutions, Nurse call systems, or other low voltage technologies.
  • Prefer to have existing, long-term relationships developed with building owners, architects, consultants, and contractors to create new business opportunities within the construction market.

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.

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