Johnson Controls
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Plymouth Meeting,
PA
Johnson Controls is a world class employer where ingenuity and excellence are welcome. We are a global market leader in Automotive Experience, Building Efficiency and Power Solutions with over 140,000 employees in 125 countries. For over a century, Johnson Controls has been working to find new ways to improve the places where people live, work and travel, which in turn gives our employees the chance to change the world. At Johnson Controls, you’ll be challenged to innovate and encouraged to apply your talent and knowledge in an environment that values teamwork, integrity and diversity. Join us now! Your Ingenuity is welcome! JCI is an Equal Opportunity/Affirmative Action employer, and as such does not discriminate in its recruiting and selection process based on disability or handicap status. If you are a person with a disability and you need an accommodation during the application process, please call our Talent Acquisition Hotline at (414)-524-8999 and press option #0.
Position may work out of any location in the Pennsylvania/New Jersey portion of the Mid Atlantic Region.
Under general direction, responsible for growing products sales volume and meeting set sales plans and objectives through assigned OEM and Distribution channel accounts. Sells the complete product portfolio to engineering, purchasing, and quality teams within the OEM and Distribution customer. Uses and promotes the use of the sales process to aide in cultivating and managing long term relationships and in seeking out new sales opportunities. Represents product and technology offerings during the sales process to the end customer. Works with the OEM and Distribution channel accounts to deploy new
product offerings and upgrades and ensures they are informed and trained on the products, features, value proposition, and pricing and that they are trained properly to install and service the products properly to keep projects on time and within budget. Ensures compliance with state, local and Federal legal requirements and operates the with the highest business ethics.
External/Internal Relationships: The Account Manager, OEM/Distribution Sales is responsible for delivering the products revenue and margin Plans for OEM and Distribution channel accounts. In their role, the Account Manager, OEM/Distribution Sales will need to establish and sustain important external relationships.
PRINCIPAL DUTIES:
1.
Sells, renews and expands product agreements to both key and targeted customers to reach optimal sales and profit levels. Responsible for meeting assigned product sales goals and objectives.
2.
Recommends product solutions and links to customer objectives to total value solution and competitive advantage. Differentiates and leverages Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls.
3.
Directly manages and recruits Manufacturers Representatives to sell products and support distribution customer accounts. Makes decisions on market and account coverage by Manufacturers Representatives and adds / terminates agreements based on sales volume achieved.
4.
Creates partnering opportunities with the principles responsible for the decision making process. Actively listens, probes and identifies concerns. Understands customer's business and speaks their language. Develops credibility, loyalty, trust and commitment. Manages ongoing sales process and responds to and anticipates customer needs.
5.
Using account management principles in the geographic region, conducts quarterly strategic account review sessions, semi-annually prepares and conducts "joint team meetings" for assigned Johnson Controls team members along with identified key players in the strategic account. Builds and fosters team relationships within the team to ensure customer satisfaction.
6.
Ensures that the customer fully understands and executes appropriate actions towards the co-developed sales and marketing plans to achieve the sales goals and objectives identified.
7.
Involved in the development of team sales and marketing plans and strategies. Based on observations coupled with a thorough understanding of the accounts, draws on the resources at hand to drive the customer's business to mutually agreed upon objectives.
8.
Includes member(s) of the management team to "touch" principles of key and targeted customers to keep the sales process on track.
9.
Maintains a "farm system" of the key and targeted customer list. Frequently rationalizes the current key and targeted customer portfolio, ensuring resources are focused on those customers with growth potential.
10.
Participates with Product and Program Management Teams within Global Technology by providing customer feedback on products and features as well as competitive information within their Region.
Qualifications
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Bachelor's degree in Engineering, Business, or equivalent sales and technical experience. MBA is preferred, but not required.
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Minimum of eight year's progressive, direct sales experience, preferably in the HVAC/Controls industry (HVAC distribution sales preferred).
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Able to relate to people at all levels, communicating both on a technical and non-technical basis.
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Demonstrated exceptional interpersonal, verbal and written communication skills.
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Possesses excellent presentation skills and proficiency at making one on one and group presentations.
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Able to travel a minimum of 50% (within the Mid Atlantic region).
Job
Sales
Primary Location
PA-Plymouth Meeting
Organization
Controls North America
Plymouth Meeting, PA
Plymouth Meeting, Pennsylvania
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