HVAC Smart Buildings Account Executive

Job Description

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet.  Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What we offer

Competitive salary

Paid vacation / holidays / sicktime - 15 days of vacation first year

Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one

Extensive product and on the job / cross training opportunities With outstanding resources

Encouraging and collaborative team environment

Dedication to safety through our Zero Harm policy

Company vehicle

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What you will do

The HVAC Hard-working Building Account Exec is part of our Building Technologies & Solutions business at Johnson Controls. This position will support our growing New Construction business.

Johnson Controls is partnering with customers to create "Smart Buildings" throughout the world. The focus of this role is on the solution, to integrate Johnson Controls Core products, and Open Blue technology into large, new construction and renovation building projects. This includes the technology in HVAC, fire, security, controls, nurse call systems, etc. The Account Executive will also partner with our field sales professionals selling equipment, and services giving our customers opportunities to bundle multiple offerings.

The Account Executive will sell these high-level technology integration solutions to building owners and their Agents on new construction projects in all vertical markets, including healthcare, airports, arenas, stadiums, university campuses, etc. These are large, sophisticated construction projects to start creating the thoughtful building infrastructure that will continue to grow over time. Therefore, we are looking for a seasoned account executive, construction project executive, with a consistent track record of success leading and driving these high-level technology solutions conversations with executives while visualizing and communicating how it will all come together throughout the construction process.

We’re looking for a seasoned, solutions professional who can drive the process, think creatively, and bring successful results.

How you will do it

Reporting to the Sales Manager, this position will be responsible for the sale of integrated Johnson Controls Core products and Open Blue technology to architects, owners, and their consultants responsible for new construction and renovation building projects.

Promote the JCI value proposition to executive level contractors and consultants by providing comprehensive technology solutions for the customer’s business, and operational needs. Builds and handles long term customer relationships / partnerships with key and target building owners.

Implements the sales process to aid in cultivating and running long-term relationships and in seeking out, qualifying, and closing new sales opportunities.

Leads ongoing sales process, responds to, and anticipates customer needs. Focus on a few projects while leading one to two at a time.

Leverage monthly checkpoints to gain progressive commitments from the customer. Seek to expand the depth and breadth of offerings within that account. Select customer pursuit teams for major opportunities by combining members from outside Area and outside Systems team.

Uses JCI Sales process within the construction development process to position JCI as the only responsible and responsive provider. Demonstrates technical knowledge and a solution that matches the customer’s project challenge to provide value to the customer and favorably position JCI.

Qualifies and assesses potential customers. Refers lead to other business segments while offering bundled packages to our customers.

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

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

Applies knowledge of competitor’s business strategies, control products, and solutions to favorably differentiate JCI from them.

Positively and credibly influences design and construction with Owners.

Frequently creates competitive, high quality, and timely estimates, bids, proposals, and cost / benefit analysis. Optimally writes, presents, and communicates bids. Negotiates's value, addresses resistance when de validated and closes the sale. Differentiates JCI as a total building environment supplier.

Uses applicable sales tools optimally (Sales Force, Opportunity Management plan, and website, Account Plan, and Dealmaker) to plan, communicates, and documents progress as well as increase business opportunity in accounts.

Uses JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages process steps of the pipeline in Sales Force with a focus on next steps, action items, and turning point dates.

Owns the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationship with Solutions and Service sales organization to exceed customers expectations. Owns and facilitates the customer relationship.

Assists in the development of the team or Area Office Systems sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.

Collaborate and partner with our internal Project Design Engineers. Communicate the vision of the project and work closely on specifications throughout the design phase. Engage the Design Engineers in meetings with customers to review specific technologies.

Keep open communication with all levels of management in Capital Projects as well as Area Management team in Field Operations relating to business assessment, analysis, and reviews.

What we look for

Required

Bachelor’s degree in business, engineering, architecture, construction management, or business, or equivalent experience.

A minimum of five to seven years of progressive field sales experience at the C-level.

A minimum of three years of experience working in the building technologies industry.

Construction industry knowledge is required.  Must understand the construction process and potential challenges when discussing project solutions.

Demonstrated ability to assess building technology needs, design, and present proposed turnkey solutions.

Experience in the traditional plan & spec bid and / or design-build markets.

Demonstrated ability to influence the market at key levels.  Strong initiative and interpersonal communications skills.

Proven experience managing sophisticated construction projects.

A leader and strategic partner to drive the process bringing successful results.

Travel within the assigned territory.

Preferred

MBA is a plus.

Prefer the Account Executive to have Solution selling in one or more of the integrated low voltage technology competencies :   Building Automation (BAS), Security, Fire, Audio Visual, Nurse call systems, Structured Cabling, Specialty Low Voltage / Communications 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.

Salary Range : HIRING SALARY RANGE : $52,000-69,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive This role offers a competitive Sales Incentive Plan that will take into account secured volume, secured margin, and other sales metrics.  This position includes a competitive benefits package. For details, please visit the Employee Benefits tab on our main careers page at careers

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