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Acct Exec Performance Infrastr...

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Job Summary

Company
Johnson Controls
Location
Houston, TX
Industries
Other/Not Classified
Job Type
Full Time
Employee
Career Level
Experienced (Non-Manager)
Job Reference Code
4307_WD30046106099

Acct Exec Performance Infrastructure

About the Job

What you will do

Under general direction, responsible for consultative sales of
large, complex, bundled offerings with guaranteed results to high potential
customers at the C-level. Focus is on public sector facilities and
infrastructure owners. Promote the JCI value proposition at executive levels
(C-level) by uncovering and providing solutions to the customer’s business and
financial challenges. Seeks to expand the depth and breadth of offerings while
executing the sales process to aid in seeking out, qualifying and closing new
opportunities. Responsible for customer satisfaction by cultivating and
managing long-term relationships.  
 


 

How you will do it


  • Sells,
    with minimal supervision, the JCI offerings persuasively, persistently and
    confidently to building owners and owner representatives at the C-level
    while reaching optimal profit levels. Particularly focusing on ensuring
    that we achieve maximize share of customers business through a variety of
    mechanisms.  Focuses on demonstrating value at the executive level by
    providing solutions to business and financial challenges as well as
    working through gateways to achieve joint planning status.

  • Builds
    partnering relationships with the economic buyer, owner or owner
    representatives responsible for the decision making process to drive the
    sale. Manages ongoing sales process, develops relationship, responds to
    and anticipates customer needs. Actively listens, probes and identifies
    concerns.  Understands the customer's business and speaks their
    language.  Demonstrates financial and business acumen to develop
    credibility, loyalty, trust and commitment.

  • Seeks
    out, targets and initiates contact with prospective customers.
     Develops network of contacts. Understands and leverages sales
    process milestones as well as demonstrates evidence of gaining smaller
    trial closes and commitments leading to eventual contracts.
     Qualifies and assesses potential customers.  Refers leads to
    other business segments.

  • Addresses
    customer's financial, business, operational and environmental objectives,
    needs and requirements.  Recommends solutions that match the
    customer’s business and financial challenges. Differentiates JCI services
    and products from competitors based on business benefits and knowledge of
    competitor’s business strategies.

  • Collaborates with and quarterbacks
    teams of internal and external resources to ensure satisfaction to customers
    throughout the development and implementation of customer solutions 


  • Effectively writes, presents and communicates proposals.  Secures
    major opportunities through the use of financial agreements.  Negotiates value,
    addresses resistance when demonstrated, and closes the sale











What we look for


  • Bachelor’s degree in business, engineering, or related discipline
    required.   MBA preferred. 

  • A minimum of five to seven years of progressive field sales
    experience at the C-level. 

  • Excellent initiative, and interpersonal communications
    skills. 

  • Demonstrated ability to influence the market at key levels. 

  • Ability to travel 50%.


 

Johnson Controls is an equal employment opportunity
and affirmative action employer and all qualified applicants will receive
consideration for employment without regard to race, color, religion, sex,
national origin, age, protected veteran status, status as a qualified individual
with a disability, or any other characteristic protected by law. For more
information, please view 
EEO is the Law. If you are an
individual with a disability and you require an accommodation during the
application process, please visit 
www.johnsoncontrols.com/tomorrowneedsyou








 

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