HVAC Service Sales Account Executive

About Us

Johnson Controls is a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization. We help customers use energy more productively, reduce carbon emissions, and operate with precision and resilience in industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. With over 140 years of experience, Johnson Controls delivers performance where it matters most. Backed by advanced technology, lifecycle services, and an industry-leading field organization, we elevate customer performance and help move society forward.

About the Role

The HVAC Service Sales Representative is critical to the growth and profitability of the HVAC Service business. You will initiate, establish, and build profitable service relationships between new customers and Johnson Controls (JCI). Your focus will be on selling renewable maintenance agreements and projects as the foundation for these relationships. You will work within an assigned geographic territory as part of a local branch office, collaborating with sales and operations professionals.

Responsibilities

• Follow a disciplined sales process to identify, target, and qualify prospective new customers, leveraging market conditions and networks to uncover leads.
• Contact prospective customers, schedule appointments, and build a referral network to identify new opportunities.
• Conduct sales calls to identify key sources of problems or dissatisfaction, consulting with Facility Directors on heating/cooling, ventilation, and control system equipment.
• Develop urgency in resolving customer needs and position Johnson Controls as the supplier of choice.
• Propose solutions tailored to customer needs, emphasizing renewable maintenance agreements, digital service offerings, sustainability, and decarbonization.
• Understand the customer’s business and communicate effectively in their language.
• Review and finalize proposals with prospects, securing their commitment to Johnson Controls solutions.
• Conduct customer kick-off meetings, resolve issues, create pull-through opportunities, maintain and extend service agreements, and support collections.
• Keep management informed of progress and account status using Salesforce.
• Know when to seek assistance from management to keep the sales process moving.
• Develop and implement territory marketing plans aligned with Johnson Controls’ business strategy.
• Attend and present at trade shows and participate in professional organizations.
• Represent Johnson Controls professionally, adhering to high standards of quality, integrity, and performance.

Requirements

• Prior selling experience in the commercial HVAC industry.
• Proven track record in commercial sales roles with measurable results.
• Technical aptitude with a high level of attention to detail.
• Strong presentation skills, capable of engaging both individuals and groups.
• Experience selling "service" and intangibles.
• Familiarity with sales methodologies, standards, and disciplines.

Preferred Qualifications

• Post-secondary education.
• Previous experience with Salesforce.

Pay

Hiring salary range: $70,000–$92,000 (determined by education, experience, knowledge, skills, internal equity, location, and market alignment). This role also includes a competitive Sales Incentive Plan based on project, quarterly, and annual margins.

Benefits

This position offers a competitive benefits package. For details, visit the Johnson Controls Careers site.