HVAC Owner Direct Account Sales Rep

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.

About the role

In this owner-direct sales role, you will partner with building owners and key decision makers to create long-term service relationships, position Johnson Controls solutions with confidence, and uncover opportunities that improve existing buildings through service and retrofit work. You will manage a portfolio of target and managed accounts, selling HVAC service offerings primarily to Director- and VP-level buyers. Success in this role comes from building trusted relationships, advancing renewable service agreements, and converting customer needs into new sales opportunities that grow account value over time.

Responsibilities

• Sell Johnson Controls service offerings to building owners and decision makers at the Director and VP levels.
• Present the Johnson Controls value proposition through technical solutions and operational expertise that support customer business goals.
• Build, maintain, and grow long-term relationships across target and managed accounts.
• Qualify, develop, and close new sales opportunities with consistent monthly sales focus.
• Position renewable service agreements, including multi-year agreements, as the base for account retention and growth.
• Expand the depth and breadth of Johnson Controls offerings within existing accounts.
• Identify services and retrofit opportunities that improve the performance of existing buildings.
• Partner with owner representatives and internal stakeholders to move opportunities forward and close business.
• Take ownership of your territory and customer commitments with safety, integrity, and accountability.
• Stay close to the customer’s operation, listen carefully, and remove obstacles that slow progress or decision-making.
• Use a consultative approach that connects service and retrofit solutions to what matters most for the owner’s business.
• Keep a disciplined sales process by qualifying opportunities early, following up consistently, and advancing clear next steps.
• Improve every day through candid problem-solving, learning from wins and losses, and refining your selling approach.
• Win as one team by collaborating closely with internal partners to create a responsive customer experience.

Requirements

• Bachelor’s degree in business, engineering, or equivalent sales experience in the HVAC or Building Automation industry.
• Minimum of six years of progressive field sales experience.
• At least one year of successful experience selling HVAC or building automation system service or projects.
• Demonstrated ability to influence account decision makers at key levels.
• Excellent initiative and interpersonal communication skills.
• Commitment to integrity and quality in business.

Skills

• Experience selling commercial HVAC service, building automation, or retrofit solutions in complex accounts (nice to have).
• Understanding of long-term account management and coordination across internal teams (nice to have).
• Experience working with Microsoft Office tools in a sales environment (nice to have).

Benefits

• Competitive salary.
• Paid vacation, holidays, and sick time, including 15 days of vacation in the first year.
• Comprehensive benefits package, including 401K, medical, dental, and vision care available day one.
• Encouraging and collaborative team environment.
• Strong dedication to safety through our Zero Harm policy.
• Meaningful projects and learning opportunities that support your growth.

Pay

Hiring salary range: $65,000 to $94,000 (determined by education, experience, knowledge, skills, abilities, internal equity, and market alignment). This role also offers a competitive Sales Incentive Plan that accounts for volume and margin on a project, quarterly, and annual basis.