Colocation Business Development Lead – HVAC

What you will do

In line with the EMEALA data center vertical strategy, you will develop long-term customer relationships with consulting engineers, design & build contractors and colocation operators to create HVAC related pipeline for the EMEALA region. You will maximize account penetration of assigned accounts by serving the full spectrum of HVAC solutions needed, leveraging Johnson Controls’ broad portfolio of HVAC offerings.

You will be responsible for clearly articulating and communicating JCI offerings to the customers, provide feedback to the business. You will strategize on the sales approach and define stakeholder mapping to improve JCI’s market appeal.

For assigned accounts, you will seeks for Johnson Controls to become the preferred supplier of HVAC equipment (“trusted advisor and default spec/BoD” with consulting engineers, design build contractors and colocation operators. You will ensure customer retention and growth of assigned accounts. You will partner up with JCI branch offices within EMEALA to maximize order intake & profit generation from assigned accounts through influence on specifications and market pricing intelligence.

You will effectively team up with JCI teammates from all departments to ensure customer support and satisfaction. You will utilize sales tools to plan and document progress, as well as increase business opportunity in accounts. You will educate and support consultant engineers on a regular basis to influence customer specifications. Eventually, you will be expected to achieve your quarterly quotas and annual sales plans.

How you will do it

• Build partnering relationships with assigned colocation customers (C, VP and operational levels) and consulting engineers to earn basis of design (BOD), influence specifications, and lead account and project strategies to grow our account share across our entire line card of HVAC Systems offerings. Develop and continually refine Account Management Plans to achieve this success.
• Maintain frequent face-to-face contact with the customers who most directly influence decisions. Actively listen, probe, identify and address concerns. Understand the customer's business and speak their language. Develop credibility, loyalty, trust and win-win-win relationships.
• Consistently drive specifications towards the full spectrum of Johnson Controls offerings with consulting engineers, design build contractors and colocation operators, not only earning BoD status, but also influencing written specifications to provide value to the customers and differentiation from competitors. With assigned owner accounts, consistently drive preference for our offerings, work on building OFCI/CFCI programs for FIRE solutions, achieve favourable specifications & decision making.
• Lead collaborative efforts with regional offices, global products and other JCI teams to pursue projects, based on account assignments.
• Develop relationships with internal support, sales, operations, and administrative staff to ensure customer satisfaction, and quickly addresses issues. Train and mentor local sales teams within EMEALA to drive customer satisfaction.
• Conduct technical presentations on JCI offerings and positions oneself as a subject matter expert to assigned accounts.
• Keep management informed of progress and account status. Leverage management with accounts, such as local, area, and/or executive leadership engagement and sponsorship, when and where appropriate.
• Utilize applicable sales tools effectively (Salesforce CRM, Altify Account Management, STAR Account Plan reviews etc.) to plan, build pipeline of opportunity, and document progress as well as increase penetration of accounts.
• Develop a solid understanding and remains current on industry standards, pertinent building codes/regulations within the EMEALA region, and best practices for design of HVAC solutions within colocation data centers.
• Provide feedback to management and factory teams on activities in the field, including customer perception of JCI products, competitive moves, industry trends, and lost/secured/pipeline information.
• Act as a thought leader, in terms of HVAC solutions for colocation data centers, fosters a team mentality within all internal departments, communicate effectively and clearly to create internal alignment with all stakeholders.
• Support the entire pre-bid (sales support), bid (DoA) and post-bid (hand over) processes to set our regional teams up for a successful delivery and works with local/regional/global operation teams to achieve high levels of customer satisfaction.
• Own and facilitate the customer relationships, through regular cadence, QBRs and on-site/virtual meetings. Initiates technology innovation sessions with consulting engineers, design & build contractors and colocation operators within EMEALA and aligns with global teams on similar initiatives and helps localize those initiatives for colocation segment.
• Participate in professional organizations for reasons of personal development, customer relationship building, and industry networking within local/regional market and community.

What we look for

You are driven to seek and develop strong client relationships, self-motivated to drive growth. You’re naturally perseverant, tenacious and consistent in your approach to work, managing multiple priorities simultaneously because of your excellent planning, organization and time management skills.

Required

• Bachelor’s degree in Mechanical, Electrical, Engineering, Business, or relevant experience.

• Proven track record of consistently achieving HVAC sales targets in a B2B environment.

• Ability to adapt and flex while working on influencing and guiding customer with a consultative approach that will enable them to choose the best solution.
• Ability to work in a matrix environment as an individual contributor.
• To be based in/around the FLAP-D markets
• Ability to travel between %25-%50 of the time, both local and within EMEALA.
• A valid EU/UK driving license.
• Fluent language skills in English.

Preferred

• Five (5) years of experience selling HVAC solutions within the data centers industry.
• An existing network/relationships within the data centers industry (consulting engineers, contractors and colocation operators), specifically around OFCI/CFCI programs.
• Preferably based in the UK, near Greater London area (80% of the colocation customers and consulting engineers are based in the region)
• Experience communicating effectively across multiple cultures.
• Prior experience with Sales Force, Altify and day-to-day software solutions (Outlook, Office, Teams etc.)

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