Account Executive Security & Fire

About the role

Under specific direction is responsible for the sale of Johnson Controls service offerings to owners, primarily at the Director level. Promote the Johnson Controls value proposition to building owners by providing technical solutions and operational expertise. Builds and manages long term customer relationships/partnerships with target and managed accounts. Responsible for customer satisfaction.

Responsibilities

• Promote the Johnson Controls value proposition to building owners by providing technical solutions and operational expertise.
• Builds and manages long term customer relationships/partnerships with target and managed accounts.
• Responsible for customer satisfaction.
• Selling Security and Integrated Systems to the construction industry.
• Performs the sales process to cultivate and manage long-term relationships and seeks out, qualifies and closes new sales opportunities.
• Obtain and close sales on a monthly basis.
• Seeks to expand the depth and breadth of Johnson Controls offerings within an account.
• Builds partnering relationships with the assigned accounts to drive the penetration of the Security and Integrated Systems and Services offering.
• Maintains frequent face-to-face contact with the customers who most directly influence penetration.
• Actively listens, probes and identifies concerns. Addresses concerns and performance lapses.
• Understands the customer's business and speaks their language.
• Develops credibility, loyalty, trust and commitment.
• With assigned contractors, makes take-offs and bids the full spectrum of projects with the full spectrum of JCI offerings.
• With assigned consulting engineers, drives specifications of the full spectrum of projects towards the JCI offering.
• With assigned owner accounts, drives favorable specification.
• Keeps management informed of progress and account status.
• Calls for assistance from manager to keep the sales process moving.
• Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position Johnson Controls.
• Under direction, qualifies and assesses potential customers.
• Takes on individual projects based on account assignments.
• Teams with colleagues on individual projects based on account assignments.
• Honors the credit split guidelines and refers leads to other business segments.
• Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.

Requirements

• Minimum of two (2) plus years of consultative progressive field sales experience in a highly complex sales process preferably in the Fire/Security/IT industry; with a strong emphasis on Security selling.
• Excellent initiative and interpersonal communication skills.
• Demonstrated ability to influence the market at key levels.
• Technically savvy.

Qualifications

• Minimum of eight years of relevant experience.
• Bachelor's degree in business or Engineering preferred.

Skills

• Technical knowledge
• Interpersonal communication skills
• Initiative
• Influence
• Technical savvy

Benefits

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 About us - Johnson Controls Careers.

Pay

HIRING SALARY RANGE: $60,000 - $80,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.)

Schedule

Not specified