HVAC Service Sales Rep

Johnson Controls•Irving, TX

2d•$68,600 - $104,000•Hybrid

About The Position

The HVAC Service Sales Rep is critical to the overall growth and profitability of the HVAC Service business! The chosen candidate will be responsible for initiating, establishing and building profitable service relationships between new customers and JCI. Focus on selling renewable maintenance agreements as the key building block for establishing these relationships. The salesperson will work within an assigned geographic territory, working as part of a local branch office and teaming with sales and operations professionals within the branch. Uses sales tools to plan and document sales progress as well as increase business opportunity in current accounts. Expected to obtain and close business on a monthly basis.

Requirements

Previous progressive sales roles
Exposure to sales methodologies, standards, and disciplines.
Enviable presentation skills complete with the ability to captivate in both individual and group communications.

Nice To Haves

Aptitude for technical knowledge with high level of attention to detail
Selling of "service" and intangibles
Knowledge of Building HVAC Systems
Knowledge and experience in SalesForce.com
Post-secondary education

Responsibilities

Initiating, establishing and building profitable service relationships between new customers and JCI.
Selling renewable maintenance agreements as the key building block for establishing these relationships.
Working within an assigned geographic territory, as part of a local branch office and teaming with sales and operations professionals within the branch.
Using sales tools to plan and document sales progress as well as increase business opportunity in current accounts.
Obtaining and closing business on a monthly basis.
Following a disciplined and professional process to identify, target and qualify prospective new customers.
Taking advantage of market conditions and networks effectively to uncover new leads and contacts.
Contacting prospective customers and scheduling appointments.
Building a referral network to identify new customers.
Conducting sales calls designed to identify key sources of problems and/or dissatisfaction confronting Facility Directors in operating and maintaining heating/cooling, ventilation and control system equipment.
Developing a sense of urgency to resolve needs and positioning Johnson Controls as the supplier of choice.
Proposing solutions to prospective customers needs through creative and innovative application of local branch service capabilities with a focus on selling renewable maintenance agreements with an emphasis on digital service offerings, sustainability, and decarbonization.
Understanding the customer's business and speaking their language.
Reviewing and finalizing proposals with prospects and securing their commitment to the Johnson Controls solution.
Conducting customer kick-off meetings, resolving customer issues, creating pull-through opportunities, maintaining service agreements, extending service agreements and supporting the collections process.
Keeping management informed of progress and account status using the Johnson Controls Salesforce.com tool and other means.
Knowing when to call for assistance from management to keep the sales process moving.
Developing and implementing territory marketing plans consistent with the Johnson Controls Building Solutions business strategy.
Attending and presenting at trade shows.
Participating in professional organizations.
Representing Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.