Senior Account Executive - Sustainable Infrastructure

We need to output HTML fragment with sections for headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Use

for each heading only if there is real content. Must not repeat job title. Must not include Job ID etc. Must preserve all substantive info, remove boilerplate (EEO, legal, application instructions, etc). Must not create sections with filler like "commensurate with experience". Must only include sections where posting has real specific content. We need to parse the posting. The posting includes: - "What You Will Do" (responsibilities) - "How You Will Do It" (more responsibilities/details) - "What We Look For" (requirements/qualifications) - "Who We Are" (company description, EEO etc - we should remove boilerplate) - Salary range and benefits info: "Salary Range: HIRING SALARY RANGE: $100,100 - $150,400 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us" We need to extract Pay and Benefits sections if present. There's salary range and mention of competitive benefits package and sales incentive plan. So we can have Pay section with salary range details. Benefits section with mention of competitive benefits package and sales incentive plan. Schedule: Not mentioned. So we should not create Schedule section. About the role: Could be a summary? The posting doesn't have an explicit "About the role" section but we could combine the initial description? The instruction: Use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). We should include sections only when posting has real specific content. There's no explicit "About the role" paragraph, but we could treat the first paragraph under "What You Will Do" as responsibilities. However "About the role" could be a brief summary of the role. The posting doesn't have a separate summary; but we could create an About the role section using the first sentences? The instruction says: Do NOT repeat the job title as a heading (the page already shows it) and do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short

or drop it. It doesn't forbid creating an About the role section if we have content. We could treat the initial description under "What You Will Do" as responsibilities, but we could also create an About the role section with a brief overview: maybe combine the first sentence: "Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level." That seems like a role summary. But we need to preserve all substantive information; we can't invent or summarize away detail. If we create an About the role section, we must ensure we don't lose any info; we could move some content there but then we would be removing from Responsibilities? Better to keep Responsibilities as the main duties, and maybe not include About the role if no explicit content. The instruction says "Prefer a few substantive sections over many thin ones." So we could skip About the role if not explicitly present. However the example list includes About the role as a possible heading; but we only include if posting has real specific content. The posting does not have a labeled "About the role" section, but we could infer that the initial description is about the role. However it's under "What You Will Do". Might be safer to not create About the role section, and just have Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay. But we need to differentiate between Requirements and Qualifications and Skills. The posting has "What We Look For" which includes: Bachelor’s degree in business, engineering, or related discipline required. MBA preferred. A minimum of five to seven years of progressive field sales experience at the C-level. Excellent initiative, and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability to travel 50%. These are requirements/qualifications/skills. We could split: Requirements: Bachelor’s degree required, MBA preferred, 5-7 years experience, ability to travel 50%. Qualifications: maybe same? Skills: Excellent initiative, interpersonal communications skills, demonstrated ability to influence market at key levels. But we need to avoid thin sections. Perhaps combine into one "Requirements" section that includes education, experience, travel, and skills. Or we could have "Requirements" and "Skills". The instruction says prefer few substantive sections over many thin ones. So maybe we just have one "Requirements" section that includes all. But we also have "Skills" as a possible heading; we could omit if thin. We also have "Benefits": mention of competitive benefits package and competitive Sales Incentive Plan. So we can have Benefits section. Pay: Salary range and note about determination. We also have "Schedule": not mentioned, so omit. We also need to remove boilerplate: EEO statement, accommodation link, AI usage note, About Us link, etc. Also remove "Who We Are" (which is mostly EEO). So we will drop that. We need to preserve all substantive information: responsibilities details, requirements, benefits, pay. We must not repeat job title. Not include Job ID. We must output only HTML fragment, no /, no markdown. Let's draft. Structure:

Responsibilities

• ... each duty as li

We need to break responsibilities into list items. The responsibilities are spread across "What You Will Do" and "How You Will Do It". We should combine them into a cohesive list of duties, preserving all details. Must not invent or summarize away detail. So we need to capture each distinct responsibility statement. Let's extract responsibilities from the text. From "What You Will Do": - Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. - Promote the JCI value proposition at the executive level (C-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 sales and guaranteed savings opportunities. - Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. - 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 in a vertical market. From "How You Will Do It": - Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. - Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. - 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. - Builds 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. - Seeks out, targets and initiates contact with prospective customers. - Develops network of contacts. - Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. - Qualifies and assesses potential customers. - Refers leads to other business segments. - Addresses customer's financial, business, operational and environmental objectives, needs and requirements. - Recommends solutions that match the customer’s business and financial challenges. - Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies. - Maximizes assigned Project Development Engineering resources effectively and efficiently. - Ensures the customer and JCI receive maximum value from dedicated and assigned resources. - Engages appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc. - Effectively writes, presents and communicates proposals. - Secures major opportunities through the use of financial agreements. - Negotiates value, addresses resistance when demonstrated, and closes the sale. - Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. - Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. - Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer’s buying process. - Leads the sales team by building and fostering team relationships to ensure customer satisfaction. - Solicits support from and communicates effectively with internal staff. - Develops relationship with Systems and Service sales organization to exceed customers' expectations. - Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives. - Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. - 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. - Assists in the development of the team or Area Office Solution sales and marketing plans and strategies. - Aides in the implementation of these strategies and action plans. - Targets new customers based on vertical market strategies. - Keeps management informed of progress and account status. - Knows when to call for assistance from upper management to keep the sales process moving. - Attends and presents at trade show. - Participates in professional organizations. That's a lot. We need to put them into

• . Might be long but okay. We should avoid duplication: some items repeat similar ideas (e.g., leverage monthly checkpoints appears twice). We could keep both but maybe deduplicate? The instruction says preserve ALL substantive information; do NOT invent or summarize away detail. Duplicated lines: we should remove duplicated lines. So we need to identify duplicate statements and keep only one. Let's list responsibilities and see duplicates. I'll create a set of unique responsibility statements. From "What You Will Do": 1. Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. 2. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer’s business and financial challenges. 3. Builds and manages long term customer relationships/partnerships with key and target building owners. 4. Responsible for customer satisfaction. 5. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. 6. Positions renewable service agreements and guaranteed savings as the foundation of managed account