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Strategic Account Executive

Monster
 
 
 
 

Job Summary

Company
Johnson Controls
Location
Alexandria, VA
Industries
Other/Not Classified
Job Type
Full Time
Employee
Career Level
Experienced (Non-Manager)
Job Reference Code
4307_EB00063950058

Strategic Account Executive

About the Job

What you will do:


Working within a complex customer and/or client and strong account management environment, the Strategic Account Representative, in collaboration with and under the direction of Sales Management and/or the designated Senior Strategic Account Manager(s) (SAM), is responsible for maintaining strong relationships, delivering superior customer service, developing and expanding existing or target customer(s) and as required, initiating and completing sales of Tyco Integrated Security products and services, while providing support to the designated SAM in his/her sales efforts. Typically works with one to six national named existing or target Strategic Accounts. Maintain and grow RIF base for assigned accounts.

Strategic Accounts are identified as accounts where the opportunity, growth and retention of the accounts has a major strategic impact on the success and growth of the vertical and/or company. As required, the incumbent will make contributions to the strategic business plan for assigned customers and with account leadership will implement the strategic and tactical initiatives, vision and goals.

How you will do it:

• Goals and objectives measured based on the following as a team: Quota Attainment, Growth of Business, Value of Quoted Opportunities and individually based on the value and volume of quoted opportunities.
• Develops and expands both existing and 2-3 new target Strategic Customer(s) for assigned accounts and or geographical areas.
• Working within a complex customer/client and strong account management environment, the Strategic Account Support Manager, in collaboration with and under the direction of Sales Management and/or the designated Strategic Account Manager(s) (“Sam’s”), is responsible for maintaining strong relationships, delivering consistent superior customer service, developing and expanding existing or target customer(s).
• Personally contacts assigned customers in person and by phone a minimum of 50% of their time, to establish and maintain a high level of quality and timely service for maximum retention.
• Under the direction of Sales Management and/or the Strategic Account Manager, initiates and completes sales of TycoIS products and services while providing support to the designated Strategic Account Manager in his/her sales efforts for the target account(s). To include doing a majority of the quoting process: building estimates, creation and delivery of proposals.
• In collaboration with Sales Management and the designated Strategic Account Manager, is a primary point of contact for designated customers. Responsible to develop and implement account penetration plans and activities to achieve targeted sales growth year over year for Strategic Accounts at a rate and profit margin consistent with the strategic business plan. Plan is to include but is not limited to, customer parent-child relationships; current state of account- issues/pain points; current solutions, technologies and products as well as opportunities for new service offerings; and competitor activities
• Introduces new technologies to the customer. Represents the company at trade shows. Active participant in Security Industry Networking Associations and Groups.
• Maintain an in-depth knowledge of complete line of products/services and customers’ business issues and needs through in-house training and reading/research. Staying current with emerging technology trends through new product webinar roll outs and in consistent contact with manufactures’ representatives.
• Maintain and grow RIF base for assigned accounts.











What we look for:

• College degree preferred.
• Minimum of two (2) years commercial sales experience, including one (1) year of successful major accounts sales experience in the security, IT or other technology sales industry.
• Demonstrated consistent ability to meet and exceed quota.
• Proven ability to interact with executive level and industry/segment professional organizations.
• Entrepreneurial attitude, leadership ability and ability to be a team player at all levels of the organization.
• Excellent oral, written and presentation skills, with the ability to present to senior level executives.
• Ability to comprehend, develop and effectively execute business plans.
• Strong business acumen and solid understanding of sales to the applicable vertical market.

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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