Johnson Controls
Sustainable Infrastructure
SeniorAccountExecutive
Neural analysis suggests this role is
optimal for Senior candidates.
“Senior Account Executive at Johnson Controls. Skills: C-level sales, Guaranteed savings, Customer solutions. Sell large, complex, bundled offerings with guaranteed savings. Promote JCI value proposition at the executive level”
What You'll Achieve.
Achieve optimal profit levels; Maximize share of customer business; Ensure customers receive maximum value
Industry & Context.
Travel up to 50%
What They're Looking For.
Must Have
10 years of progressive field and consultative sales experience at the C-level, Bachelor's degree in business, engineering, or related discipline, Ability to travel up to 50%
Nice to Have
MBA preferred
What You'll Do.
bundled offerings with guaranteed savings
Promote JCI value proposition at the executive level
Provide solutions to customer's business and financial challenges
Build and manage long term customer relationships/partnerships
Execute the sales process to cultivate relationships
qualify and close new sales opportunities
Position design-build
renewable service agreements and guaranteed savings
Utilize sales tools to plan and document progress
Increase business opportunity in accounts
Leverage monthly checkpoints to gain progressive commitments
Expand the depth and breadth of offerings within
Select account team on key and target customers
Focus on K12 vertical market
mentor and team-sell with other sales team
Sell JCI offerings persuasively
Achieve optimal profit levels
Focus on selling performance contracting
Maximize share of customer business
Demonstrate value at the executive level
Work through gateways to achieve joint planning status
and expand renewable service agreements
Build partnering relationships with economic buyers
Manage the ongoing sales process
Proactively respond to and anticipate customer needs
ask probing questions
and identify concerns
Understand the customer’s business and communicate in their
Demonstrate financial and business acumen
Seek out and initiate contact with prospective customers
Develop a network of contacts
Understand and leverage sales process checkpoints
Demonstrate progress through small trial closes and commitments
Qualify and assess potential customers
Refer leads to other business segments
Address customer financial
and environmental objectives
Recommend solutions aligned with their challenges
Differentiate JCI services and products from competitors
Maximize the effective use of assigned Project Development
Engage appropriate sales support resources
and communicate proposals
Secure major opportunities through financial agreements
Successfully close sales
Use applicable sales tools to plan and document
Manage the sales pipeline
Gain progressive customer commitments
Ensure milestones are met throughout the buying process
Lead the sales development team
Build and foster team relationships
Ensure customer satisfaction
Communicate effectively with internal teams
Collaborate with Systems and Service sales organizations
Own and facilitate the customer relationship
Act as the customer’s advocate within JCI
Ensure customers receive maximum value from offerings
Set appropriate expectations
Participate in final project inspections
Ensure customers are trained and properly oriented
Assist in developing and implementing sales and marketing
Develop and implement action plans
Target new customers based on vertical market strategies
Keep management informed of progress and account status
Involve leadership to maintain sales momentum
Attend and present at trade shows
Participate in professional organizations
Leverage creative ideas for marketing
Leverage creative ideas for lead generation
Leverage creative ideas for customized project solutions
How You'll Work.
Team & Collaboration
Team-sell with other sales members; Collaborate with Systems and Service sales; Build and foster team relationships; Collaborate with internal teams
Communication Scope
Executive presentations; Client communication; Public speaking
Full Job Description
Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward. **What you will do** Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer’s business and financial challenges. Builds and manages long term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Positions design-build, renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused primarily on K12 vertical market in South Carolina and North Carolina as well as other government markets as assigned. Collaborate, mentor and team-sell with other sales team members in markets. **How you will do it** * Sells, with
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