Senior Account Executive - Sustainable Infrastructure

About the Role

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. Promotes the JCI value proposition at the executive 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, ensuring customer satisfaction.

Responsibilities

• Executes the sales process to cultivate and manage long-term relationships, 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, document progress, and increase business opportunities in accounts.
• Leverages monthly checkpoints to gain progressive commitments from the customer.
• Expands the depth and breadth of offerings within accounts.
• Selects account teams for key and target customers, focusing on a vertical market.
• Sells JCI offerings persuasively, persistently, and confidently to building owners and representatives at the C-level, maximizing profit levels.
• Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges.
• Sells, renews, and expands renewable service agreements, including multi-year agreements, to new and existing customers.
• Builds partnering relationships with economic buyers and decision-makers to drive solution sales of JCI offerings.
• Manages the ongoing sales process, develops relationships, and responds to customer needs.
• Seeks out, targets, and initiates contact with prospective customers, developing a network of contacts.
• Qualifies and assesses potential customers, referring leads to other business segments as needed.
• Addresses customer’s financial, business, operational, and environmental objectives, recommending solutions that match their challenges.
• Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
• Maximizes assigned Project Development Engineering resources effectively and efficiently.
• Engages appropriate sales support resources, including COE, energy and operational engineering, financial, and legal resources.
• Writes, presents, and communicates proposals, securing major opportunities through financial agreements.
• Utilizes sales tools (Salesforce, Account Management, Account Plan, TAS) to plan, document progress, and increase business opportunities.
• Leads the sales team, fostering relationships to ensure customer satisfaction.
• Acts as the customer’s advocate within JCI, ensuring they obtain the best value from JCI offerings.
• Assists in developing and implementing team or Area Office Solution sales and marketing plans and strategies.
• Keeps management informed of progress and account status, seeking assistance when needed.
• Attends and presents at trade shows and participates in professional organizations.

Qualifications

• Bachelor’s degree in business, engineering, or related discipline required; MBA preferred.
• 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 50%.

Pay

HIRING SALARY RANGE: $100,100 - $150,400 (Salary determined by education, experience, skills, internal equity, and market data). This role also offers a competitive Sales Incentive Plan based on project volume and margin, quarterly and annually. Includes a competitive benefits package.