HVAC Equipment Sales Engineer

Johnson Controls • Indianapolis, IN

1d • Hybrid

About The Position

The HVAC Equipment Account Executive is responsible for selling Johnson Controls HVAC equipment to mechanical contractors, designers, and consulting engineers. The role promotes Johnson Controls’ value proposition to the construction community by providing business and technical solutions and building long-term customer relationships and partnerships. It focuses on customer satisfaction and loyalty in coordination with operations partners, renewable service agreements, and collaboration with the branch Controls sales team to promote and sell Building Controls offerings.

This is a hybrid role requiring onsite work at the Indianapolis, Indiana, office and local travel. Candidates must be within commuting distance of Indianapolis or able and willing to relocate. The position manages assigned accounts, seeks and closes new opportunities, uses sales tools to plan and document progress, expands HVAC equipment sales within accounts, and participates in account teams for key and target owner accounts. It may lead account teams when significant growth opportunities require deeper equipment expertise.

Requirements

• Bachelor’s degree in engineering; mechanical engineering is preferred.
• At least 5 years of successful large HVAC equipment field sales experience.
• Commitment to integrity and quality in business.
• Excellent initiative and interpersonal communication skills.
• Must be within commuting distance of Indianapolis, Indiana, or able and willing to relocate.
• Ability to work onsite in the Indianapolis office and travel locally.

Responsibilities

• Sell Johnson Controls offerings to contractors, consultants, designers, and other members of the construction community while pursuing optimal profit levels.
• Manage multiple ongoing sales opportunities and execute the sales process to develop long-term customer relationships and close new business.
• Sell, renew, and expand renewable service agreements, including multi-year agreements, to new and existing assigned customers.
• Build relationships with owner-side construction decision-makers and understand customers’ business cycles, needs, and concerns.
• Prospect for and qualify customers, initiate contact, and develop and maintain an industry network.
• Match technical and business solutions to customers’ operational needs and environmental objectives, differentiating Johnson Controls’ offerings from competitors.
• Prepare estimates, proposals, and cost-benefit analyses; present and negotiate proposals, address resistance, and close sales.
• Manage pipeline activity in the CRM system, including sales phase, close date, probability of close, and other relevant information.
• Use sales tools to plan and document progress and identify opportunities to expand the depth and breadth of offerings within assigned accounts, with an emphasis on HVAC equipment sales.
• Participate in account teams for key and target owner accounts and, where appropriate, lead account teams for assigned accounts with significant growth opportunities.
• Collaborate with the branch Controls sales team to promote and sell Building Controls offerings.
• Act as the customer’s advocate within Johnson Controls, set appropriate expectations, and help ensure customers receive value from the offerings.
• Participate in final project inspections and ensure customers are trained and oriented to system operation and the value of services delivered.
• Continually develop sales skills and knowledge of Johnson Controls products and services.

Benefits

• Competitive base salary and commission program.
• Three weeks of paid vacation per calendar year, holidays, sick time, and three PTO days per calendar year.
• Comprehensive benefits package including 401(k), medical, dental, and vision coverage, available on day one.
• Extensive product, on-the-job, and cross-training opportunities.
• Collaborative team environment.
• Company vehicle depending on the position.
• Scheduling and management support.
• Employee discount programs through The Loop by Perk Spot.
• Commitment to safety through the Zero Harm policy.

What This Job Offers

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