Johnson Controls
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Lake Mary,
FL
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.
Responsible for the sale of high value, integrated, bundled and stand-alone fire alarm and other related low voltage technology solutions to owners at the Director level (D-Level) and contractors, consultants and customers responsible for new construction and renovation building projects. Promotes the JCI value proposition to building owners by providing comprehensive technology solutions for the customer's business, operational, and protective needs. Builds and manages long term customer relationships/partnerships with target building owners and key and target general contractors and architectural and engineering principles. Responsible for customer satisfaction. Positions renewable service agreements as the foundation of managed account relationships. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Obtain and close sales on a monthly basis. Seeks to expand the depth and breadth of offerings within that account. Selects and leads customer pursuit teams for major opportunities by combining members from outside the Area and outside the Systems sales team. Participates as a member of account team on key and target customer accounts and bundled offerings.
PRINCIPAL DUTIES:
1. Sells, with minimal supervision, the JCI system and service offerings persuasively, persistently and confidently to building owners at the D-level and higher while reaching optimal profit levels. Focuses on the design of new construction, renovation and upgrades within existing buildings. Manages multiple, ongoing, projects. Particularly focuses on selling fire alarm systems and services and other related building technologies in existing building applications to owners.
2. Builds partnering relationships with owners or owner representatives responsible for the decision-making process to drive the systems and services sales of JCI offerings. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates technical expertise to develop credibility, loyalty, trust and commitment.
3. Seeks out, targets and initiates contact with multiple accounts. Develops a network of contacts. Observes checkpoints in the sales process that is buyer driven such as bid documents. Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position JCI. Qualifies and assesses potential customers. Refers leads to other business segments and JCI representatives.
4. Addresses customer's operational and environmental and protection objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Differentiates JCI products and services from competitors based on business benefit and delivered value.
5. Positively and credibly influences system design, construction/renovation process with customers and consultants. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Effectively writes, presents and communicates bids. Negotiates value, addresses resistance with demonstrated knowledge and closes the sale. Differentiates JCI as a total building environment supplier.
6. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverages JCI sales process to close sales quickly. Manages the high activity of the pipeline in SMIS with a focus on bid documents, bid date, close of sale date.
Qualifications
Bachelor's degree in business, engineering, or related discipline required. MBA preferred. A minimum of five to seven years of progressive field sales experience in the fire alarm industry with National Institute Certification of Engineering Technologies (NICET) Level 3 or 4 certification preferred. Understands NFPA-72 and other applicable fire alarm Codes. Excellent initiative, leadership and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability to travel 50%.
Job
Sales
Primary Location
FL-Lake Mary
Other Locations
FL-Orlando
Organization
Controls North America
Lake Mary, FL
Lake Mary, Florida
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