Hvac Sales Account Representative

What you will do

With direction from the supervising manager, sells the Johnson Controls Building Automations & Controls offerings persuasively, persistently, and expertly to building owners at the D-level while reaching efficient profit levels.

Focuses on improving the existing building to allow the building owner to achieve business objectives.

Manages ongoing opportunities particularly focusing on selling services and retrofits.

Sells, renews, and expands renewable service agreements, including multi-year agreements, to both new and existing customers.

Builds partnering relationships with the owner or owner representatives responsible for the decision-making process to drive the sale of Johnson Controls service offerings.

How You Will Do It

Actively listens, probes, and identifies concerns. Understands the customer's business and speaks their language.

Seeks out, targets and initiates contact with multiple prospective customers.

Keeps manager informed of sales progress and changes in the marketplace. Develops and maintains a network of contacts. Understands and leverages the sales process as well as demonstrates evidence of gaining small trial closes.

Shares technical knowledge plus operations expertise (when to maintain, when to replace) with the customer.

Addresses customer's operational and environmental objectives, needs and requirements.

Recommends solutions and links customer objectives to total value solution and competitive advantage.

Positively and credibly influences service strategies with owners. Frequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysis.

Effectively writes and presents proposals. Verifies each new proposal with supervising manager prior to presenting it to the customer. With support from the supervising manager negotiates value, addresses resistance, and closes the sale.

Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Manages the high activity of the pipeline in SMIS with a focus on sales phase, close date, and probability of a close as well as other pertinent information.

Solicits support from and communicates effectively with internal staff to ensure customer satisfaction. Develops relationship with Systems and Solutions sales organization to exceed customers' expectations.

Acts as the customer’s advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls’ offerings. Sets appropriate customer expectations on Johnson Controls product and service offerings. Participates in final project inspection with the supervising manager.

Attends and presents at trade shows and participates in professional organizations.

What we look for

Required

• University degree or equivalent combination of education and experience . 6 years minimum experience.
• Five (5) years of experience in field sales with at least 3 years selling HVAC or building automation systems.
• Demonstrated commitment to integrity and quality in business.
• Demonstrated ability to influence the market at key levels
• Strong interpersonal communication and collaborative skills.

Preferred

• Knowledge and/or experience selling Building Automation System retrofit solutions is highly desirable .
• Bachelor's in business, engineering, or related discipline; MBA preferred.
• Eight (8) years progressively responsible field sales experience; 3 years selling HVAC or building automation systems.