Business Development Director (remote)

What You Will Do

The Business Development Director - Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a seasoned professional with a proven track record of success selling Infrastructure renewal programs across government and multifamily buildings facilities, which results in reducing energy costs, water loss, and creating quality work environments for our customers. An individual who has a strong understanding of State & Federal decision making and influencers and an interest in emerging technologies and innovation.

Under general direction, responsible for the sale of large, complex, bundled offerings to C Level decision makers. Promote the JCI value proposition at the executive 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 opportunities. 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 on our vertical markets that includes, low-income and multifamily housing, assisted living facilities, and military housing.

How You Will Do It

• Lead ongoing discussions with Department of Energy, Housing and Urban Development, State Energy Offices, and other federal/state entities.
• Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status.
• Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.
• Buils 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.
• Aides in the development of the team sales and marketing plans and strategies. Targets new customers based on vertical market strategies, enabling legislation and regulations.

Qualifications

• Bachelor’s degree in business, or related discipline required.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Proven sales record.
• Prefer someone with experience selling outcome-based solutions into the Government/Multifamily Housing verticals.
• Excellent initiative, and interpersonal communications skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 45%.