Account Executive - Water Solutions

Johnson Controls, Inc. • Austin, TX

54d

About The Position

The Account Executive - Water Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a Sales Executive capable of securing contracts for complex projects focusing on municipal water loss reduction and utility-wide water solutions. This role will focus on securing contracts with municipal government customers focusing on financially-based solutions to improve the efficiency of the overall water distribution process, leveraging advanced metering and meter reading technologies, leak detection, billing system improvements, customer portals, efficient pumping and water distribution, and improved water revenue capture for our clients. Skills required are ability to prospect for new clients, present concepts and proposals to C-level and Boards of Directors level, and an intrinsic understanding of water/wastewater systems, the water challenges faced by those systems, and water-efficiency and energy-efficiency solutions. The position will work in western half of the country, and occasionally Canada. This position requires the Account Executive to work on specific projects that are self-generated and pursued on an individual level and on projects that are part of a team sale when an opportunity is generated by an associate account executive. Teaming, coaching, mentoring, and motivating sales professionals within the broader Sustainable Infrastructure ecosystem will be vital to your success. The ideal candidate would have experience working with units of local government including cities, counties, water and sanitary districts, etc. in the planning, design, retrofit and construction of water and wastewater infrastructure projects. Multidisciplinary skills are required for understanding state and local statutes, communicating and negotiating with regulatory agencies and utilities, engineering partners, and financial agencies are required. Preference will be given to candidates who demonstrate an experience in water utility knowledge and solutions, especially as they pertain to metering technologies, leak detection, customer portals, remote disconnect, and Smart City / IOT technologies. Candidates are encouraged to browse the JCI Water Webpage for more information about existing projects: https://www.johnsoncontrols.com/smart-buildings/net-zero-buildings/energy-efficiency/water-solutions-and-services.

Requirements

• Bachelor's degree in business, engineering, or related discipline preferred.
• Past experience in sales and as a client manager strongly preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Preference for high technical knowledge base and experience selling water solutions performance contracts.
• Excellent initiative, and interpersonal communications skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

Nice To Haves

• MBA preferred.
• The ideal candidate would have experience working with units of local government including cities, counties, water and sanitary districts, etc. in the planning, design, retrofit and construction of water and wastewater infrastructure projects.
• Multidisciplinary skills are required for understanding state and local statutes, communicating and negotiating with regulatory agencies and utilities, engineering partners, and financial agencies are required.
• Preference will be given to candidates who demonstrate an experience in water utility knowledge and solutions, especially as they pertain to metering technologies, leak detection, customer portals, remote disconnect, and Smart City / IOT technologies.

Responsibilities

• Sell, 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. There will be a particular focus on selling water solutions while ensuring that we achieve maximize share of customers' business, which may include work outside of the municipal water solutions scope. Focus 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. Sell, renew and expand renewable service agreements, including multi-year agreements, to both new and existing customers.
• Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings. Manage ongoing sales process, develops relationships, responds to and anticipates customer needs. Actively listen, probe and identify concerns. Understand the customer's business and speaks their language. Demonstrate financial and business acumen to develop credibility, loyalty, trust and commitment.
• Demonstrate a strong ability to work on a team with other Johnson Control sales team members to help cultivate business development and customer attack plan. Partnering with members of the large organization are vital for true project delivery and success.
• Seek out, target and initiate contact with prospective customers. Develop a network of contacts. Understand and leverage sales process checkpoints. Demonstrate evidence of gaining small trial closes and commitments. Qualify and assess potential customers.
• Address customers' financial, business, operational and environmental objectives, needs and requirements. Recommend solutions that match the customer's business and financial challenges. Differentiate JCI services and products from competitors based on business benefits and knowledge of competitor's business strategies.
• Maximize assigned Project Development Engineering resources effectively and efficiently. Ensure the customer and JCI receive maximum value from dedicated and assigned resources. Engage appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc.
• Effectively write, present and communicate proposals. Negotiate value, address resistance when demonstrated, and close the sale.
• Utilize applicable sales tools effectively (Salesforce, Account Management, Account Plan and Altify / Target Account Selling) to plan and document progress as well as increase business opportunities in accounts. Leverage JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manage the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process.
• Lead the sales process by building and fostering team relationships to ensure customer satisfaction. Solicit support and communicate effectively with internal staff. Develop relationships with manufacturer and distribution partner organizations to help sales process and exceed customers' expectations. Own and facilitates the customer relationship particularly when selling Performance Contracting initiatives.
• Act as the customer's advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Set appropriate customer expectations on JCI product and service offerings. Participate in final project inspection. Ensure that the customer is trained and oriented to system operation and/or the value of services delivered.
• Assist in the development of team sales and marketing plans and strategies. Aide in the implementation of these strategies and action plans. Target new customers based on vertical market strategies.
• Keep management informed of progress and account status. Know when to call for assistance from upper management to keep the sales process moving.
• Attend and present at trade shows. Participate in professional water organizations.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Publishing Industries
• Number of Employees: 5,001-10,000 employees