BAS Controls Channel Account Manager

4 weeks ago

Houston Texas, Harris County, TX, United States Johnson Controls Full time

What you will do

The BAS Controls Channel Account Manager will grow product revenue and margin volume and meeting set sales plans and objectives through the Building Solutions North America (BSNA) channel. Support sales of the complete Johnson Controls product portfolio with focus on the innovative Metasys building automation system.

You will use and promote the use of the sales process to help cultivate and lead long term relationships to seek out new sales opportunities. You will represent the Global Products (GP) product and technology offerings during the sales process to the BSNA channel and end customer, as well as work with the channel to deploy new product offerings and ensures they're trained on the products, features, value proposition, and pricing.

You will also deliver the products revenue and margin plans for assigned BSNA channel accounts and establish and sustain important internal/external relationships.

This position is a remote position; however, we need someone based in the Dallas, TX, or Houston, TX, or other major metro cities in TX, and be prepared for up to 50% domestic travel. Other states this individual supports include AR, LA, and MS.

How you will do it

  • Selling, supporting and servicing customers within their aligned accounts to drive product revenue and margin results and provide customer support on JCI's Building Control products, features, value proposition, pricing and material.

  • Partner with key and targeted customers to reach optimal sales goals.

  • Recommend product solutions.

  • Leverage JCI product offerings form competitors based on the total benefit of doing business with Johnson Controls.

  • Customer voice and identifies concerns.

  • Using Playbooks and assigned accounts to conduct quarterly strategic account review sessions. Makes sure customers execute appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives.

  • Work and communicate with key stakeholders (Branch GM, Sales Management, Account Executives, Project Managers, Lead System Specialists, System Operations Specialist.

  • Support project teams, pre-bid strategy, scope review and expansion of offerings.

  • Influencing and change management.

  • Responsible for top-line growth of revenue and margin within your accounts. Supports BSNA channel in meeting growth objectives around gross margin and segment income by analyzing the market and current performance.

  • Provides accurate forecasting around monthly sales and communicate any sales support that's needed.

  • Developing annual volume and growth objectives for assigned accounts.

  • Active involvement in regional or local industry associations such as ASHRAE, HARDI, ARI, CGNA, etc. and actively participate in tradeshows.

  • Works with Product Management and Engineering to provide feedback on product features and enhancements for customers.

  • Provides competitive analysis of the local market and obtains technical assistance when needed, as well as technical expertise, sales assistance, and market development.

What we look for
Required

  • Bachelor's degree in Engineering, Business or Marketing or equivalent experience

  • 6+ years of progressive, direct sales experience preferably in HVAC/Controls or a related industry

  • Excellent presentation skills

  • Able to travel up to 50%

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