Senior Account Executive - Sustainable Infrastructure

About the Role

Under general direction, you will be responsible for selling large, complex, bundled offerings with guaranteed savings to high-potential, solution-focused customers at the C-level. You will promote Johnson Controls' value proposition by addressing the customer’s business and financial challenges, building and managing long-term customer relationships, and driving customer satisfaction.

Responsibilities

• Sell Johnson Controls offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level, focusing on performance contracting to maximize share of the customer’s business.
• Demonstrate value at the executive level by providing solutions to business and financial challenges, working through gateways to achieve joint planning status.
• Sell, renew, and expand renewable service agreements, including multi-year agreements, to both new and existing customers.
• Build partnering relationships with economic buyers, owners, or owner representatives to drive solution sales.
• Manage the ongoing sales process, develop relationships, respond to and anticipate customer needs, and actively listen to identify concerns.
• Understand the customer’s business, speak their language, and demonstrate financial and business acumen to build credibility, loyalty, trust, and commitment.
• Seek out, target, and initiate contact with prospective customers, develop a network of contacts, and qualify potential customers.
• Address customer’s financial, business, operational, and environmental objectives, recommending solutions that match their challenges and differentiating Johnson Controls from competitors.
• Maximize assigned Project Development Engineering resources effectively and engage appropriate sales support resources (e.g., construction management, energy engineering, financial and legal teams).
• Write, present, and communicate proposals effectively, secure major opportunities through financial agreements, negotiate value, and close sales.
• Utilize sales tools (Salesforce, Account Management, Account Plan, TAS) to plan and document progress, leveraging monthly checkpoints to gain progressive commitments.
• Lead the sales team by fostering relationships to ensure customer satisfaction and communicate effectively with internal staff.
• Act as the customer’s advocate within Johnson Controls to ensure they receive maximum value from offerings, set appropriate expectations, and participate in final project inspections.
• Assist in developing sales and marketing plans for the team or area office, targeting new customers based on vertical market strategies.
• Keep management informed of progress and account status, and know when to escalate for assistance.
• Attend and present at trade shows and participate in professional organizations.

Requirements

• Bachelor’s degree in business, engineering, or a related discipline; MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Excellent initiative and interpersonal communication skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel up to 50%.

Pay

Hiring salary range: $100,100 - $150,400. Compensation is determined by education, experience, knowledge, skills, internal equity, and market alignment. This role also includes a competitive Sales Incentive Plan based on project volume and margin.

Benefits

This position offers a competitive benefits package.