HVAC Equipment Account Executive

Johnson Controls • West Chester, OH

4d • Onsite

About The Position

The HVAC Equipment Account Executive is responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners. You will promote the Johnson Controls value proposition to construction community by providing business and technical solutions and build and manage long term customer relationships/partnerships with assigned accounts. You are responsible for customer satisfaction and loyalty while working in conjunction with operations partners and position renewable service agreements as a foundation of managed account relationships. You will also assist in promoting and selling Building Controls offerings in collaboration with branch Controls sales team. This role is based in Cincinnati. Candidates must be local to this territory, or able to relocate. Get ready to execute the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities and utilizes applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts. You'll expand the depth and breadth of Johnson Controls offerings sold within assigned accounts with a focus on maximizing HVAC equipment sales and be a key member of our select account teams on key and target owner accounts. You'll lead the account team on assigned target and key owner accounts where significant growth opportunities exist and more robust equipment expertise is required to solidify the opportunity and continually develop sales skills and to enhance knowledge of the JCI product and service offerings.

Requirements

• Multiple years of experience in the Cincinnati construction industry
• Bachelor’s degree in Mechanical Engineering, Industrial Distribution, or similar discipline
• Commitment to a high level of integrity
• Highly motivated individual with drive and initiative

Nice To Haves

• Commercial HVAC industry experience

Responsibilities

• Sells, with minimal supervision, the Johnson Controls offerings persuasively, persistently and confidently to all members of the construction community to include contractors, consultants and designers while reaching optimal profit levels.
• Manages multiple, ongoing, opportunities.
• In conjunction with construction events, sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing assigned customers.
• Builds partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Controls offerings.
• Actively listens, probes and identifies concerns.
• Understands the customer's business cycle customer base.
• Demonstrates technical and business expertise and maintains a high level of credibility.
• Garners loyalty, trust and commitment from the customer.
• Seeks out, targets and initiates contact with multiple prospective customers in alignment with JCI strategy.
• Develops and maintains a network of industry contacts.
• Understands and leverages the sales process outcomes as well as demonstrates evidence of advancing the sale.
• Shares technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and favorably position Johnson Controls.
• Qualifies and assesses potential customers.
• Addresses customer's operational and environmental objectives, needs and requirements.
• Recommends solutions and links customer objectives to total value solution and competitive advantage.
• Differentiates Johnson Controls services and products by applying creativity, ingenuity, and innovation in a value-added sales approach.
• Positively and credibly influences JCI strategies with the construction community.
• Frequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysis.
• Effectively writes, and presents proposals.
• Negotiates value, addresses resistance and closes the sale.
• Differentiates Johnson Controls as a total building environment supplier.
• Leverages Johnson Controls sales process to close sales quickly.
• Manages the high activity of the pipeline in the managed CRM system with a focus on sales phase, close date, and probability of a close as well as other pertinent information.
• Acts as the customer’s advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings.
• Sets appropriate customer expectations on Johnson Controls offerings.
• Participates in final project inspection.
• Ensures that the customer is trained and oriented to system operation and the value of services delivered.

Benefits

• Paid vacation/holidays/sick time
• 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
• Company vehicle
• Competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level