HVAC Smart Building Sales Rep
Company: Johnson Controls
Location: Grand Rapids
Posted on: October 22, 2024
Job Description:
Under general direction, the Smart Building Rep Account
Executive is responsible for the sale of Johnson Controls
Design/Build Mechanical Retrofit offerings to owners at the
Facility Director, C-suite or VP level. Promote the Johnson
Controls value proposition for a Design/Build Mechanical Retrofit
project to building owners / end users by providing business and
technical solutions. Develops new long term customer
relationships/partnerships within assigned opportunities and
accounts. Partners with above area and local market owner sales
teams, project development engineers, and project team leaders, to
convert leads to Design/Build Mechanical Retrofit contracts and
maximize all JCI product and service offerings to expand JCI share
of customer wallet. Executes the sales process to aid in
cultivating and managing long-term relationships and in seeking
out, qualifying and closing new Design/Build Mechanical Retrofit
sales opportunities.How you will do it:
- Sells, with minimal supervision, the Johnson Controls
Design/Build Mechanical Retrofit offering persuasively,
persistently and confidently to building owners at the D & C-level
while reaching optimal profit levels within assigned opportunities
and accounts. Focuses on improving the existing and new facilities
to allow the building owner to achieve business objectives. Sells,
expands JCI product, offerings, and new service agreements,
including multi-year agreements, to new customers.
- Achieves assigned revenue of a minimum of $5M in annual Prime
Retrofit sales within assigned accounts and markets and meet
assigned margin targets.
- Builds partnering relationships with the owner or owner
representatives responsible for the decision-making process to
drive the sale of Johnson Control Design/Build Mechanical Retrofit
offerings.
- Addresses customer's operational and environmental objectives,
needs and requirements. Recommends solutions and links customer
objectives to total value solution and competitive advantage.
Differentiates Johnson Controls Design/Build Mechanical Retrofit
services from competitors by applying creativity, ingenuity, and
innovation in a value-added sales approach.
- Actively establishes a "mentor" relationship with an Account
Executive within assigned branch to assist with their development
as a professional Design/Build Mechanical Retrofit salesperson,
with the goal of enhancing his or her productivity.
- Collaborate across domains to identify and close Design/Build
Mechanical Retrofit opportunities.
- Focus on selling performance/outcome-based Design/Build
Mechanical Retrofit agreements. What we look for:Required
- BA/BS degree or equivalent experience in Business, Engineering,
Operations, or a related field.
- Minimum of two years' experience in Design/Build Mechanical
Retrofit executive level sales.
- Minimum of five years' experience in the HVAC industry.
- Experience selling advanced analytics and integrated digital
solutions.
- Demonstrated commitment to integrity and quality in
business.
- Professional interpersonal communication and collaborative
skills.
- Demonstrated ability to influence the market at key
levels.
- Demonstrated proficiency operating within assigned vertical
market segments.
- Proficiency in Microsoft Suite Applications and various
reporting tools and systems including financial, market share
Salesforce and BI tools (Word, Excel, Access, Teams, PowerPoint,
Power BI and SharePoint).
- Willing to travel up to 25% of the time for business
purposes.
Keywords: Johnson Controls, Wyoming , HVAC Smart Building Sales Rep, Professions , Grand Rapids, Michigan
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