Commercial Security Service Renewals Representative

Johnson Controls•Edison, NJ

10d

About The Position

Build your best future with the Johnson Controls team As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away! What we offer Competitive salary Paid vacation/holidays/sick time- 15 days of vacation first year Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one Encouraging and collaborative team environment Dedication to safety through our Zero Harm policy Check us out!:A Day in a Life at Johnson Controls | Sales Roles What you will do This position is an Outside Sales role within a Local Market, reporting directly to a Security Sales Manager in the Johnson Controls Security business. The primary focus is securing renewal agreements with existing customers while identifying expansion and upsell opportunities. The role serves as a subject matter expert across Johnson Controls’ security and digital solutions portfolio, including video services, access control, intrusion services, fire services, and digital services such as proactive health monitoring. The responsibilities of this role are two‑fold: Resales and Reactivation The role is responsible for reactivating out‑of‑service locations, adding services, and making minor modifications to existing agreements. Resales are a critical component of the business, allowing Johnson Controls to recapture recurring revenue while re‑engaging customers who represent strong opportunities for additional service sales. Renewals and Portfolio Expansion The role focuses on selling Johnson Controls’ complete services portfolio to existing customers and ensuring contracts are renewed based on expiration timelines. The overarching goal is to drive impactful sales activities, improve attach rates, deliver measurable results, and retain the existing customer base. A primary responsibility is working closely with district sales leaders (CSMs) on a daily basis to manage both leading and lagging performance metrics, utilizing available dashboards and tools to track performance and outcomes. While the position is largely customer‑facing and field‑based, it also includes inside sales responsibilities, such as opportunity qualification, analysis of historical customer data, use of internal lead resources, and coordination with cross-functional internal teams.

Requirements

High school degree or equivalent required.
Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizations
Ability to work a full-time schedule
Available for local travel

Nice To Haves

College degree preferred.
Minimum of 2 years’ experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota.

Responsibilities

reactivating out‑of‑service locations
adding services
making minor modifications to existing agreements
selling Johnson Controls’ complete services portfolio to existing customers
ensuring contracts are renewed based on expiration timelines
drive impactful sales activities
improve attach rates
deliver measurable results
retain the existing customer base
working closely with district sales leaders (CSMs) on a daily basis to manage both leading and lagging performance metrics
utilizing available dashboards and tools to track performance and outcomes
opportunity qualification
analysis of historical customer data
use of internal lead resources
coordination with cross-functional internal teams
efficiently influence a territory and aggressively manage the Existing customer base and out-of-service locations
Finding opportunities: Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, Power BI RIF List
Pre-Call Planning, Targeted On-Site Engagements, Renewal Acceleration Calls
Networking with Centers of Influence, like property managers
Face-to-face marketing in a given area
Follow the SPIN Selling Sales Call Process, assuring the customer understands our value proposition
Sell services and upsell products within the assigned territory to existing customers, new customers, as well as customers who have a previously discontinued Johnson Controls system, while maintaining assigned sales and service quota and following established guidelines
Target and grow existing customers with expired contracts / contracts set to expire within 12 months, and accounts with low service penetration e.g. With one service With no service attached
Market and introduce Johnson Controls digital services to existing customers
Utilize approved marketing materials to present in-person sales presentations and proposals to existing customers, identifying the benefits and advantages of our products and services over those of the competition
Identify prospects by using creative lead-generating techniques, including data mining; leveraging the PowerBI RIF Database Add-on, amend, convert existing customer systems to meet the customers’ expectations
Adhere to current Johnson Controls policies, procedures, products, programs and services
Follow up with prospects
Prepare final contract for signature
Process work order and complete all paperwork in accordance with approved and standardized procedures
Post-installation follow-up by contacting customers, ensuring commitments were met
Maintain customer retention

Benefits

Competitive salary
Paid vacation/holidays/sick time- 15 days of vacation first year
Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
Encouraging and collaborative team environment
Dedication to safety through our Zero Harm policy

Stand Out From the Crowd

Upload your resume and get instant feedback on how well it matches this job.

Upload and Match Resume