Commercial Account Executive

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.
• Executes 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.
• Sells Security and Integrated Systems to the construction industry.
• 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.
• Qualifies and assesses potential customers.
• Takes on individual projects based on account assignments.
• Takes on 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

• Required Degree or equivalent experience of more than eight years.
• A 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.
• Excellent initiative and interpersonal communication skills.
• Demonstrated ability to influence the market at key levels.
• Technically savvy.

Qualifications

• Preferred Bachelor's degree in business or Engineering.
• A proven track record of sales success in the Fire/Security/IT industry of five or more years.

Skills

• Technical knowledge.
• Customer relationship management.
• Project management.
• Proposal writing.
• Technical solutions and operational expertise.

Benefits

• Competitive salary.
• Paid vacation/holidays/sicktime - 15 days of vacation first year.
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one.
• Extensive product and on the job/cross training opportunities.
• With outstanding resources.
• Encouraging and collaborative team environment.
• Dedication to safety through our Zero Harm policy.

Pay

Hiring salary range: $60,000 - $90,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.)

Schedule

This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.