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Business Development Director-Facilities Management
Johnson Controls is a world class employer where ingenuity and excellence are welcome. We are a global market leader in automotive experience, building efficiency and power solutions with over 140,000 employees in 125 countries. For over a century, Johnson Controls has been working to find new ways to improve the places where people live, work and travel, which in turn gives our employees the chance to change the world.
At Johnson Controls, you’ll be challenged to innovate and encouraged to apply your talent and knowledge in an environment that values teamwork, integrity and diversity. Join us now! Your Ingenuity is welcome! (EEO/AA Employer)
Under general direction, provides sales leadership to develop and close local facility management contracts that achieve profitable results. Develops and executes corporate client executive level selling strategies, targeting specific corporate and local customers. After initial Corporate Client business relationship is established the Business Development Director is responsible to transition relationships and account management responsibilities to an assigned Johnson Controls Account Team. Continue involvement with established accounts as an account team member responsible for managing executive level relationships.
PRINCIPLE DUTIES:
1. Responsible to deliver sales results through leveraging all the various BE sales channels and local relationships. Provides direct sales activity to secure strategically important FM accounts and opportunities. Develops and maintains executive level relationships. Targets corporate executive level clients to develop business and financial solutions.
2. Identifies and qualifies specific accounts and opportunities as targets. Provides initiative oversight. Supports sales resources to develop projects and opportunities. Assists sales teams in planning, organizing and building the sales and support team competencies necessary to sell, develop, and deliver full solution offerings.
3. Seeks out, targets and initiates contact with major prospective customers within assigned markets. Develops network of contacts. Qualifies and assesses targeted accounts.
4. Builds influential partnering relationships with the assigned accounts. Fully understands customer's goals, objectives and business needs. Targets information and solutions based on customer's requirements. Recommends solutions that serve the customer's business objective. Differentiates Johnson Controls from competitors.
5. Develops and manages strategically important relationships that further business development activity. Builds alliances that support our business proposition; alliances that develop competency, brand, and secure work. Works closely with Marketing to monitor and analyze market trends and competitive issues within the facility outsourcing and energy businesses.
6. Analyzes customer portfolio, scope of work, and customers' needs. Evaluates customers' current building operating systems and facility management services, and documents strengths, weaknesses, and design strategies for improvement.
7. Coordinates the proposed solution designs with the assigned Solution Development Leader.
8. Works with the Operations and functional leads to ensure best and most current practices are incorporated in our proposed solutions.
9. Works with the transition team to assist in transfer of the information and relationships to the Operations Team.
Bachelor's degree in business, MBA preferred. Eight to ten years experience in outsourcing industry or financial sales, including three to five years of direct sales or sales management experience. Demonstrated knowledge and breadth of Facility Management industry as well as outsourcing or energy related products and services.
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