HVAC Complex Account Executive

HVAC Complex Account Executive

The HVAC Complex Account Executive is critical to the overall growth and profitability of the HVAC Service business! The chosen candidate will be responsible for initiating, establishing and building profitable service relationships between new customers and JCI. Focus on selling systems upgrades and renewable maintenance agreements as the key building block for establishing these relationships. The salesperson will work within an assigned geographic territory, working as part of a local branch office and teaming with sales and operations professionals within the branch. Uses sales tools to plan and document sales progress as well as increase business opportunity in current accounts. Expected to obtain and close business on a monthly basis.

What we offer:

• Competitive salary and commission plan
• Paid vacation/holidays/sick time - Available from day one
• Comprehensive benefits package including medical, dental, and vision care - Available from day one
• Extensive product and on the job/cross training opportunities
• With outstanding resources Encouraging and collaborative team environment Dedication to safety through our Zero Harm policy
• Company vehicle

How you will do it:

• Follows a disciplined and professional process to identify, target and qualify prospective new customers; takes advantage of market conditions and networks effectively to uncover new leads and contacts.
• Contacts prospective customers and schedules appointments. Builds a referral network to identify new customers.
• Conducts sales calls designed to identify key sources of problems and/or dissatisfaction confronting Facility Directors in operating and maintaining heating/cooling, ventilation and control system equipment.
• Develops a sense of urgency to resolve needs and positions Johnson Controls as the supplier of choice. Proposes solutions to prospective customers needs through creative and innovative application of local branch service capabilities with a focus on selling systems upgrades and renewable maintenance agreements with an emphasis on digital service offerings, sustainability, and decarbonization. Understands the customer's business and speaks their language.
• Reviews and finalizes proposals with prospects and secures their commitment to the Johnson Controls solution.
• Conducts customer kick-off meetings, resolves customer issues, creates pull-through opportunities, maintains service agreements, extends service agreements and supports the collections process.
• Keeps management informed of progress and account status using the Johnson Controls Salesforce.com tool and other means. Knows when to call for assistance from management to keep the sales process moving.
• Develops and implements territory marketing plans consistent with the Johnson Controls Building Solutions business strategy. Attends and presents at trade shows. Participates in professional organizations.
• Represents Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.

What we look for Required:

• 5 years previous progressive sales roles in HVAC Systems
• Aptitude for technical knowledge with high level of attention to detail
• Enviable presentation skills complete with the ability to captivate in both individual and group communications
• Selling of "service" and intangibles
• Exposure to sales methodologies, standards, and disciplines.
• Bonus Qualifications
• Understanding of design-build sales process
• Knowledge of Building HVAC Systems
• Knowledge and experience in SalesForce.com
• Post-secondary education

Salary Range: HIRING SALARY RANGE: $94,000-$126,000 (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 project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site.