Commercial Account Executive

Johnson Controls • Nashua, NH

4d • $60,000 - $70,000 • Onsite

About The Position

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward. This role is responsible for the sale of Johnson Controls service offerings to owners, primarily at the Director level. The Commercial Account Executive will promote the Johnson Controls value proposition to building owners by providing technical solutions and operational expertise. This role builds and manages long term customer relationships/partnerships with target and managed accounts and is responsible for customer satisfaction. The position involves selling Security and Integrated Systems to the construction industry, executing the sales process to cultivate and manage long-term relationships and seeking out, qualifying and closing new sales opportunities. The goal is to obtain and close sales on a monthly basis and to expand the depth and breadth of Johnson Controls offerings within an account.

Requirements

• Degree or equivalent experience of more than eight years.
• A minimum of two (2) plus years of consultative progressive field sales experience in a highly complex sales process preferably in the Fire/Security/IT industry.
• Excellent initiative and interpersonal communication skills.
• Demonstrated ability to influence the market at key levels.
• Technically savvy

Nice To Haves

• Bachelor's degree in business or Engineering.
• A proven track record of sales success in the Fire/Security/IT industry of five or more years

Responsibilities

• Builds partnering relationships with the assigned accounts to drive the penetration of the Security and Integrated Systems and Services offering.
• Maintains frequent face-to-face contact with the customers who most directly influence penetration.
• Actively listens, probes and identifies concerns.
• Addresses concerns and performance lapses.
• Understands the customer's business and speaks their language.
• Develops credibility, loyalty, trust and commitment.
• With assigned contractors, makes take-offs and bids the full spectrum of projects with the full spectrum of JCI offerings.
• With assigned consulting engineers, drives specifications of the full spectrum of projects towards the JCI offering.
• With assigned owner accounts, drives favorable specification.
• Keeps management informed of progress and account status.
• Calls for assistance from manager to keep the sales process moving.
• Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position Johnson Controls.
• Under direction, qualifies and assesses potential customers.
• Teams with colleagues on individual projects based on account assignments.
• Honors the credit split guidelines and refers leads to other business segments.
• Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.

Benefits

• Competitive salary
• Paid vacation/holidays/sicktime - 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Extensive product and on the job/cross training opportunities
• Outstanding resources
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy
• Competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed