Johnson Controls, Inc.
HVAC Equipment Account Executive - Houston, TX
Johnson Controls, Inc., Houston, Texas, United States, 77246
Overview
Johnson Controls is hiring! The HVAC Equipment Account Executive is responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners. You will promote the Johnson Controls value proposition to construction community by providing business and technical solutions. Get ready to build and manage long term customer relationships/partnerships with assigned accounts. Ensuring customer satisfaction and loyalty while working in conjunction with operations partners is very important in this role. You will also position renewable service agreements as a foundation of managed account relationships and assist in promoting and selling Building Controls offerings in collaboration with branch Controls sales team. The HVAC Equipment Account Executive executes the sales process to cultivate and manage long-term relationships, seeking out, qualifying and closing new sales opportunities. You will utilize applicable sales tools to plan and document progress, increase business opportunity in accounts, and expand the depth and breadth of Johnson Controls offerings with a focus on maximizing HVAC equipment sales. You may lead or participate on account teams for target owner accounts where significant growth opportunities exist and more robust equipment expertise is required. You will continually develop sales skills and knowledge of JCI product and service offerings. This role is based in Houston, TX. Candidates must be local to this territory, or able to relocate. How you will do it
For assigned accounts, seek Johnson Controls to become the preferred supplier of HVAC equipment and controls (default spec with consulting engineers and design-build contractors, trusted advisor with account owners). Ensure customer retention of assigned accounts. Partner with other sales representatives to maximize profit generation through influence on specifications and market pricing. Utilize sales tools to plan and document progress and increase opportunities in accounts. Educate and support consultant accounts to obtain Basis of Design specifications. Achieve quarterly quotas and annual sales plans. Sell Johnson Controls offerings persuasively to contractors, consultants and designers while managing multiple, ongoing opportunities. In conjunction with construction events, sell, renew and expand renewable service agreements, including multi-year agreements, to new and existing assigned customers. Build partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Controls offerings. Actively listen, probe and identify concerns. Understand the customer’s business cycle. Demonstrate technical and business expertise and maintain credibility. Garner loyalty, trust and commitment from the customer. Seek out, target and initiate contact with prospective customers in alignment with JCI strategy. Develop and maintain a network of industry contacts. Leverage the sales process outcomes and demonstrate evidence of advancing the sale. Share technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and position Johnson Controls effectively. Qualify and assess potential customers. Address customer objectives and requirements. Recommend solutions and link customer objectives to total value solution and competitive advantage. Differentiate Johnson Controls services and products from competitors with a value-added sales approach. Influence JCI strategies with the construction community. Create competitive, high-quality, timely estimates, proposals, and cost/benefit analyses. Write and present proposals. Negotiate value, address resistance and close the sale. Position Johnson Controls as a total building environment supplier. Leverage Johnson Controls sales process to close sales quickly. Manage a high activity pipeline in the CRM system with focus on sales phase, close date, and probability of close, along with other pertinent information. Act as the customer’s advocate in Johnson Controls interactions to ensure the customer obtains the best value. Set appropriate customer expectations, participate in final project inspection, and ensure the customer is trained and oriented to system operation and the value of services delivered. What we look for
Required
3+ years of successful large HVAC Equipment field sales experience. Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills. Bachelor's degree Preferred
Bachelor's degree in business, engineering, or related discipline Salary Range: HIRING SALARY RANGE: $97,000 - $130,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
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Johnson Controls is hiring! The HVAC Equipment Account Executive is responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners. You will promote the Johnson Controls value proposition to construction community by providing business and technical solutions. Get ready to build and manage long term customer relationships/partnerships with assigned accounts. Ensuring customer satisfaction and loyalty while working in conjunction with operations partners is very important in this role. You will also position renewable service agreements as a foundation of managed account relationships and assist in promoting and selling Building Controls offerings in collaboration with branch Controls sales team. The HVAC Equipment Account Executive executes the sales process to cultivate and manage long-term relationships, seeking out, qualifying and closing new sales opportunities. You will utilize applicable sales tools to plan and document progress, increase business opportunity in accounts, and expand the depth and breadth of Johnson Controls offerings with a focus on maximizing HVAC equipment sales. You may lead or participate on account teams for target owner accounts where significant growth opportunities exist and more robust equipment expertise is required. You will continually develop sales skills and knowledge of JCI product and service offerings. This role is based in Houston, TX. Candidates must be local to this territory, or able to relocate. How you will do it
For assigned accounts, seek Johnson Controls to become the preferred supplier of HVAC equipment and controls (default spec with consulting engineers and design-build contractors, trusted advisor with account owners). Ensure customer retention of assigned accounts. Partner with other sales representatives to maximize profit generation through influence on specifications and market pricing. Utilize sales tools to plan and document progress and increase opportunities in accounts. Educate and support consultant accounts to obtain Basis of Design specifications. Achieve quarterly quotas and annual sales plans. Sell Johnson Controls offerings persuasively to contractors, consultants and designers while managing multiple, ongoing opportunities. In conjunction with construction events, sell, renew and expand renewable service agreements, including multi-year agreements, to new and existing assigned customers. Build partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Controls offerings. Actively listen, probe and identify concerns. Understand the customer’s business cycle. Demonstrate technical and business expertise and maintain credibility. Garner loyalty, trust and commitment from the customer. Seek out, target and initiate contact with prospective customers in alignment with JCI strategy. Develop and maintain a network of industry contacts. Leverage the sales process outcomes and demonstrate evidence of advancing the sale. Share technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and position Johnson Controls effectively. Qualify and assess potential customers. Address customer objectives and requirements. Recommend solutions and link customer objectives to total value solution and competitive advantage. Differentiate Johnson Controls services and products from competitors with a value-added sales approach. Influence JCI strategies with the construction community. Create competitive, high-quality, timely estimates, proposals, and cost/benefit analyses. Write and present proposals. Negotiate value, address resistance and close the sale. Position Johnson Controls as a total building environment supplier. Leverage Johnson Controls sales process to close sales quickly. Manage a high activity pipeline in the CRM system with focus on sales phase, close date, and probability of close, along with other pertinent information. Act as the customer’s advocate in Johnson Controls interactions to ensure the customer obtains the best value. Set appropriate customer expectations, participate in final project inspection, and ensure the customer is trained and oriented to system operation and the value of services delivered. What we look for
Required
3+ years of successful large HVAC Equipment field sales experience. Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills. Bachelor's degree Preferred
Bachelor's degree in business, engineering, or related discipline Salary Range: HIRING SALARY RANGE: $97,000 - $130,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
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