Associate Account Executive - Sustainable Infrastructure
About the role
The Associate Account Executive Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a sales professional with a proven track record of success selling performance contracts for commercial buildings, which results in reducing energy costs for our customers. Come join our successful team.
Responsibilities
- Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
- Promotes 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.
- 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.
- Selects account team on key and target customers. Focused in a vertical market.
- Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.
- Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the solution sales of JCI offerings.
- Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language.
- Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
- Sets appropriate customer expectations on JCI product and service offerings.
- Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered.
- Aids in the development of the team or Area Office Solution sales and marketing plans and strategies.
- Assists in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.
- Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
- Attends and presents at trade shows. Participates in professional organizations.
Requirements
- Bachelor’s degree in business, engineering, or related discipline required.
- MBA preferred.
- A minimum of five to seven years of progressive field sales experience at the C-level.
- Prefer someone with experience selling energy solutions performance contracts.
- Excellent initiative, and interpersonal communications skills.
- Demonstrated ability to influence the market at key levels.
- Ability to travel 50%.
Qualifications
- Knowledge of energy solutions and performance contracting.
- Experience in building owner and owner representative sales.
- Strong negotiation and communication skills.
- Ability to work independently and manage multiple projects.
Skills
- Strategic thinking and problem-solving.
- Customer relationship management.
- Financial analysis and budgeting.
- Technical knowledge of energy systems and solutions.
- Project management skills.
Benefits
Competitive benefits package including health insurance, retirement plans, paid time off, and more.
Pay
Hiring salary range: $86,000 - 107,500 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.)
This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.
Schedule
Full-time position.