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Senior Account Executive

2 months ago

Auburn Hills, Michigan, United States Johnson Controls Full time
About the Role

We are seeking a seasoned sales professional to join our Sustainable Infrastructure business at Johnson Controls. As a Senior Account Executive - Energy Solutions, you will be responsible for selling performance contracts for commercial buildings, resulting in reduced energy costs for our customers.

Key Responsibilities
  • Under general direction, sell large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.
  • Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges.
  • Build and manage long-term customer relationships/partnerships with key and target building owners.
  • Responsible for customer satisfaction.
  • Execute the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities.
  • Position renewable service agreements and guaranteed savings as the foundation of managed account relationships.
  • Utilize sales tools to plan and document progress as well as increase business opportunity in accounts.
  • Leverage monthly checkpoints to gain progressive commitments from the customer.
  • Seek to expand the depth and breadth of offerings within that account.
  • Select account team on key and target customers.
  • Focused in a vertical market.
How You Will Do It
  • Sell, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
  • Focus on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status.
  • Sell, renew and expand renewable service agreements, including multi-year agreements, to both new and existing customers.
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%.