Johnson Controls
Senior Account Executive - Sustainable Infrastructure
Johnson Controls, Memphis, Tennessee, us, 37544
Senior Account Executive - Sustainable Infrastructure
Overview
Under general direction, responsible for selling large, complex, bundled offerings with guaranteed savings to high-potential solution sales customers at the C-level. Promote the value proposition at the executive level by providing solutions to business and financial challenges. Build and manage long-term customer relationships with key and target building owners, and drive customer satisfaction. Execute the sales process to identify, qualify, and close new sales and guaranteed savings opportunities. Position renewable service agreements and guaranteed savings as the foundation of managed account relationships, and evaluate opportunities for design-build and Energy-as-a-Service (EaaS). Utilize sales tools to plan and document progress and to increase opportunities in accounts. Leverage checkpoints to gain progressive commitments and expand offerings within each account across multiple verticals (K12, local government, utilities, and community colleges). Territory: JCI MidSouth market (middle and western Tennessee, Arkansas, and northern Mississippi); ideally Memphis, TN, or remote within the territory.
What You Will Do
Sell JCI offerings persuasively to building owners and owner representatives at the C-level, focusing on performance contracting and maximizing share of the customer’s business.
Build partnering relationships with the economic buyer to drive solution sales and manage the ongoing sales process, developing relationships and addressing customer needs.
Identify prospective customers, develop a network of contacts, and qualify opportunities, referring leads to other business segments as appropriate.
Address customer financial, business, operational, and environmental objectives; recommend solutions that align with their challenges; differentiate JCI services from competitors.
Maximize value from resources, coordinate with sales support (COE, energy and operational engineering, legal, etc.), and engage internal teams to support opportunities.
Write and present proposals, negotiate value, and close sales, including renewal and expansion of service agreements and EaaS offerings.
Use sales tools (Salesforce, Account Management, Account Plan, Altify) to plan, document progress, and increase opportunities; align with the customer’s buying process and milestones.
Lead the sales team to ensure customer satisfaction and effective collaboration with internal staff and JCI branch systems.
Act as the customer’s advocate to ensure maximum value from JCI offerings; set expectations and facilitate project milestones and training on system operation or service value.
Contribute to MidSouth team sales and marketing plans, target new customers by vertical market strategy, and leverage generative AI tools for value positioning.
What We Look For
Bachelor’s degree in business, engineering, or related discipline required; MBA preferred.
Five to seven years of progressive field sales experience at the C-level.
Strong initiative, interpersonal and communication skills.
Ability to lead development teams in a matrix organization.
Commitment to achieving sales results and demonstrated ability to influence market at key levels.
Ability to travel approximately 50%.
Who We Are
Johnson Controls is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, protected veteran status, disability, or any other characteristic protected by law. For more information, view EEO is the Law. If you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.
Salary Range: $101,100 - $150,400 (dependent on education, experience, and market data). This role offers a competitive Sales Incentive Plan and benefits package. For details, visit the Johnson Controls Careers site.
Job metadata
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Industrial Machinery Manufacturing
Note: This posting is for Johnson Controls and reflects the responsibilities, qualifications, and expectations of the Senior Account Executive – Sustainable Infrastructure role.
#J-18808-Ljbffr
Under general direction, responsible for selling large, complex, bundled offerings with guaranteed savings to high-potential solution sales customers at the C-level. Promote the value proposition at the executive level by providing solutions to business and financial challenges. Build and manage long-term customer relationships with key and target building owners, and drive customer satisfaction. Execute the sales process to identify, qualify, and close new sales and guaranteed savings opportunities. Position renewable service agreements and guaranteed savings as the foundation of managed account relationships, and evaluate opportunities for design-build and Energy-as-a-Service (EaaS). Utilize sales tools to plan and document progress and to increase opportunities in accounts. Leverage checkpoints to gain progressive commitments and expand offerings within each account across multiple verticals (K12, local government, utilities, and community colleges). Territory: JCI MidSouth market (middle and western Tennessee, Arkansas, and northern Mississippi); ideally Memphis, TN, or remote within the territory.
What You Will Do
Sell JCI offerings persuasively to building owners and owner representatives at the C-level, focusing on performance contracting and maximizing share of the customer’s business.
Build partnering relationships with the economic buyer to drive solution sales and manage the ongoing sales process, developing relationships and addressing customer needs.
Identify prospective customers, develop a network of contacts, and qualify opportunities, referring leads to other business segments as appropriate.
Address customer financial, business, operational, and environmental objectives; recommend solutions that align with their challenges; differentiate JCI services from competitors.
Maximize value from resources, coordinate with sales support (COE, energy and operational engineering, legal, etc.), and engage internal teams to support opportunities.
Write and present proposals, negotiate value, and close sales, including renewal and expansion of service agreements and EaaS offerings.
Use sales tools (Salesforce, Account Management, Account Plan, Altify) to plan, document progress, and increase opportunities; align with the customer’s buying process and milestones.
Lead the sales team to ensure customer satisfaction and effective collaboration with internal staff and JCI branch systems.
Act as the customer’s advocate to ensure maximum value from JCI offerings; set expectations and facilitate project milestones and training on system operation or service value.
Contribute to MidSouth team sales and marketing plans, target new customers by vertical market strategy, and leverage generative AI tools for value positioning.
What We Look For
Bachelor’s degree in business, engineering, or related discipline required; MBA preferred.
Five to seven years of progressive field sales experience at the C-level.
Strong initiative, interpersonal and communication skills.
Ability to lead development teams in a matrix organization.
Commitment to achieving sales results and demonstrated ability to influence market at key levels.
Ability to travel approximately 50%.
Who We Are
Johnson Controls is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, protected veteran status, disability, or any other characteristic protected by law. For more information, view EEO is the Law. If you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.
Salary Range: $101,100 - $150,400 (dependent on education, experience, and market data). This role offers a competitive Sales Incentive Plan and benefits package. For details, visit the Johnson Controls Careers site.
Job metadata
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Industrial Machinery Manufacturing
Note: This posting is for Johnson Controls and reflects the responsibilities, qualifications, and expectations of the Senior Account Executive – Sustainable Infrastructure role.
#J-18808-Ljbffr