What you will do 

As an inside sales rep at JCI, you will be responsible for a set of mid-size and breadth customers across a set domain or geographical region carrying out desk-based selling. The right person listens to understand customer needs, probes to recognize opportunities, solves problems and recommends solutions. The candidate we are looking for must have passion for sales and providing exceptional customer experience, being able to work cross functionally across our organization understanding to promote the Johnson Controls value proposition to building owners / facilities and information technology (IT) leaders.   

The Inside Sales rep will focus on identifying, nurturing and developing leads through to opportunities, CPQ & proposal management, as well as negotiation/closing activities.  To be successful, you will execute the sales process and cultivate growth by managing relationships internally and externally.  

Key aspects of the Inside Sales Consultant role are: 

• Create proposal through CPQ¹ / pricing tools / Service selection tool  

• Partner with GCOE and local area team for  

• Onsite asset counts / site details  

• Guidance on pricing  

• Upsell opportunities  

• Review & approval for proposal prior to customer submittal  

• Meets customer needs  

• Meets internal approval process guideline (DOA – Delegation of authority)  

• Manage a set of contract renewals to upsell and cross sell across the base and be responsible for retention across this contract renewals  

• Look for digital opportunities across the base and upsell where appropriate. 

• Outbound calling for follow up  

• Capture & update all actions in SFDC 

• Weekly call blitzes and follow up on submitted proposals 

• Call / e-mail customers with outstanding / soon to expire proposals  

• Identify markets with large backlog of unsold & focus attention to drive activity 

How you will do it 

You will be responsible for generating sales opportunities via phone and receiving different lead sources such as engineer leads that require proposing and closing the sales.  

You will be proactive in nature and feel comfortable selling from the desk and carrying out key actions to close sales in line with your target and quota.  

You will contact contract renewal customers 90 days in advance and look for cross selling and upselling opportunities.  

You will lead with all field-based leads and service recommendations that need proposing and closing with the customer. Capturing the sales life cycle in our CRM system (SFDC).  

You will also work from defined Customer lists, you will promote the Johnson Controls service value proposition to building owners, facilities managers and IT managers.  Interacting with your customers daily, you will identify and offer appropriate solutions or hand-off any qualified leads for opportunities outside of your scope to outside sales partners. 

What we look for 

Required 

• (Prefered) Minimum of 2  years of Inside sales, telemarketing selling, or business experience 

• Undergraduate degree or 2 year degree & relevant experience

• Undergraduate degree in Business, Electronics, Mechanical or Electrical Engineering (preferred) or 2 year degree & relevant experience  

• Proficiency with MS Office programs (MS Word, Excel, PowerPoint, Outlook) and internet-based software  

• Excellent verbal and written communications skills 

• Ability to multi-task, prioritize, and manage time effectively 

• A high level of integrity, and resilient temperament 

• Service minded, Customer centric self-starter 

• Adaptable and able to demonstrate active listening skills and Customer empathy 

• Analytical skills and detail orientation 

Preferred 

• 2 - 4 years of Inside sales, telemarketing selling experience or business experience at a product company 

• Undergraduate degree in Business, Electronics, Mechanical or Electrical Engineering  

• Track record of over-achieving goals 

• Demonstrated ability to influence account decision makers at key levels 

• Strong phone presence and experience dialing dozens of calls (8-10 on average) per day 

• Experience working with a CRM database 

• Ability to rapidly build knowledge of Johnson Control’s product lines