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Account Executive Construction...


Job Summary

Johnson Controls
Syosset, NY
Other/Not Classified
Job Type
Full Time
Career Level
Experienced (Non-Manager)
Job Reference Code

Account Executive Construction (HVAC Domain)

About the Job

What you will do
Under general direction is responsible for the sale of Johnson Controls current HVAC offerings to mechanical contractors, designers, and consulting engineers. Promote the Johnson Controls value proposition to construction community by providing business and technical solutions. Demonstrate Account Management strategies to help build and manage long term customer relationships/partnerships with assigned accounts. Responsible for overall customer satisfaction and loyalty while working in conjunction with internal operations partners.

Prospect for, identify, and develop new sales opportunities with assigned accounts. Consistently utilize sales tools to plan and document sales progress as well as increase business opportunities across all HVAC products and offerings with assigned accounts. Educate customers on the depth and breadth of JCI’s offerings in an effort to promote adding lines of business and always reinforcing our value proposition as an industry leader in HVAC products and services. Actively participate and possibly lead select account teams on key and target customer accounts. Seek to continually develop sales skills and enhance knowledge of JCI’s offering of products and services.

How you will do it
Deliver sales results, under supervision, of the Johnson Controls HVAC offerings to assigned accounts, to meet monthly, quarterly, and annual sales goals. Consistently, accurately, and confidently promote JCI’s HVAC offerings to all assigned account, including contractors, consultants and designers, while always focusing on attaining optimal profit levels. Focus on helping our customers achieve their business objectives, by being a solution provider and business partner, not simply a vendor. Manages multiple, ongoing, opportunities while always prospecting and qualifying new opportunities.
Actively listen, probe and identify customer concerns and pain points, by utilizing sales management practices. Seek to understand the customer's business cycle, customer base, and decision making process. Demonstrate technical and business expertise and maintain a high level of integrity. Earn customer loyalty, trust, and commitment, while positioning JCI as a partner to our customers.
Develop and maintain a network of industry contacts, participate in industry organization and demonstrate a strong presence in the local market place. Understand and leverage the sales process to influence decision making and promote positive outcomes, as well as demonstrate evidence of ability to always be advancing the sale. Shares technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and favorably position Johnson Controls. Qualifies and assesses potential customers.
Address customers’ operational and environmental objectives, needs and requirements. Recommend solutions to meet customer objectives and differentiates Johnson Controls services and products from competitors by applying creativity, ingenuity, and innovation in a value added sales approach.
Positively and credibly influence JCI strategies with the construction community. Frequently create competitive, high quality, accurate, and timely estimates, proposals, and cost/benefit analysis for assigned customers. Effectively write, and present proposals on a weekly basis. Negotiate value, identify and address resistance, and secure the sale. Differentiate JCI as a total building environment supplier.
Utilize applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts. Leverages Johnson Controls sales process to close sales quickly. Effectively manage activities and sales pipeline in the managed system with a focus on sales phase, close date, and probability of a close as well as other pertinent information. Maintain updated and accurate customer and opportunity database on a weekly basis.
Act as the customer’s advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings. Set appropriate customer expectations on Johnson Controls offerings. Participate in final project inspections, ensuring the customer is trained and oriented to system operation and the value of services provided.

What we look for
• Bachelor’s degree in business, engineering, or related discipline required. 
• A minimum of one year of successful field sales experience. 
• At least one year successfully selling HVAC or building automation system industry. 
• Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills. 

Johnson Controls offers a highly competitive compensation and benefits plan including medical, dental, prescription coverage, flexible spending accounts, paid life insurance, matching 401(k), ongoing training, tuition reimbursement and more. And because we're part of Johnson Controls, we can prepare you for a career on a global scale. 
JCI is an EEO/AA/Female/Minority/Veteran/Disability Employer


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