Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.
For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.
What you will do
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. Promote the JCI value proposition at the executive level (C-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. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Positions design-build, renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused primarily on K12 vertical market in South Carolina and North Carolina as well as other government markets as assigned. Collaborate, mentor and team-sell with other sales team members in markets.
How you will do it
- Sells, with minimal supervision, JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level while achieving optimal profit levels. Focuses on selling performance contracting, along with some design-build and Energy-as-a-Service (EaaS) offerings, while maximizing share of customer business. Demonstrates value at the executive level by providing solutions to business and financial challenges and working through gateways to achieve joint planning status. Also sells, renews, and expands renewable service agreements, including multi-year agreements, for both new and existing customers.
- Builds strong partnering relationships with economic buyers, owners, and decision-makers to drive solution-based sales of JCI offerings. Manages the ongoing sales process, develops relationships, and proactively responds to and anticipates customer needs. Actively listens, asks probing questions, and identifies concerns while understanding the customer’s business and communicating in their language. Demonstrates financial and business acumen to build credibility, loyalty, trust, and commitment.
- Seeks out and initiates contact with prospective customers, developing a network of contacts. Understands and leverages sales process checkpoints and demonstrates progress through small trial closes and commitments. Qualifies and assesses potential customers and refers leads to other business segments where appropriate.
- Addresses customer financial, business, operational, and environmental objectives, needs, and requirements. Recommends solutions aligned with their challenges and differentiates JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
- Maximizes the effective use of assigned Project Development Engineering resources, ensuring both the customer and JCI receive maximum value. Engages appropriate sales support resources as needed, including construction management, energy and operational engineering, technical support, and financial and legal resources.
- Effectively writes, presents, and communicates proposals, securing major opportunities through financial agreements. Negotiates value, addresses resistance, and successfully closes sales.
- Uses applicable sales tools (Salesforce, Account Management, Account Plans, and Altify) to plan and document progress, increase business opportunities, and manage the sales pipeline. Leverages monthly sales process checkpoints to gain progressive customer commitments and ensure milestones are met throughout the buying process.
- Leads the sales development team by building and fostering strong team relationships to ensure customer satisfaction. Communicates effectively with internal teams and collaborates with Systems and Service sales organizations to exceed customer expectations. Owns and facilitates the customer relationship, particularly when selling Performance Contracting initiatives.
- Acts as the customer’s advocate within the JCI organization to ensure they receive maximum value from offerings. Sets appropriate expectations, participates in final project inspections, and ensures customers are trained and properly oriented to system operations or service value delivered.
- Assists in developing and implementing sales and marketing strategies and action plans, targeting new customers based on vertical market strategies. Keeps management informed of progress and account status and knows when to involve leadership to maintain sales momentum.
- Attends and presents at trade shows, participates in professional organizations, and leverages creative ideas for marketing, lead generation, and customized project solutions.
What we look for
- Bachelor’s degree in business, engineering, or related discipline required. MBA preferred.
- A minimum of 10 years of progressive field and consultative sales experience at the C-level.
- Excellent initiative and interpersonal communication skills; comfortable speaking in public.
- Demonstrated ability to influence the market at key levels.
- Ability to travel up to 50%.
Salary Range: HIRING SALARY RANGE: $100,100 - $150,400 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
