HVAC Service Sales Representative

Johnson Controls, Inc.•Huntington Beach, CA

29d•$60,000 - $81,000

About The Position

The Service Sales Representative 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. How you will do it Follows a disciplined and professional process to identify, target and qualify prospective new customers; takes advantage of market conditions and networks effectively to uncover new leads and contacts. Contacts prospective customers and schedules appointments. Builds a referral network to identify new customers. Conducts 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. Develops a sense of urgency to resolve needs and positions Johnson Controls as the supplier of choice. Proposes 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 decarburization. Understands the customer's business and speaks their language. Reviews and finalizes proposals with prospects and secures their commitment to the Johnson Controls solution. Conducts customer kick-off meetings, resolves customer issues, creates pull-through opportunities, maintains service agreements, extends service agreements and supports the collections process. Keeps management informed of progress and account status using the Johnson Controls Salesforce.com tool and other means. Knows when to call for assistance from management to keep the sales process moving. Develops and implements territory marketing plans consistent with the Johnson Controls Building Solutions business strategy. Attends and presents at trade shows. Participates in professional organizations. Represents Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.

Requirements

2-3 previous years' experience in progressive sales roles

Nice To Haves

Aptitude for technical knowledge with high level of attention to detail
Enviable presentation skills complete with the ability to captivate in both individual and group communications.
Selling of "service" and intangibles
Exposure to sales methodologies, standards, and disciplines.
Knowledge and experience in SalesForce.com
Post-secondary education
Customer Focused Mindset - puts customer needs first and build trust through integrity. Ability to identify opportunities, customer budgets, goals and respond with the right solution/offering
Technical Aptitude - understands HVAC Systems, service contracts and maintenance programs
Strong communication skills - clear and persuasive communicator both in writing and in person, comfortable presenting proposals to building owners, facility managers or key decision makers
Results driven - goal oriented, self-motivated - Motivated by hitting and exceeding sales targets
Organized with strong follow up and pipeline management skills
Collaborative team player - works well with service technicians and office staff to ensure the highest customer service
Integrity and professionalism - represents the company with an honest consultative approach, reliable, punctual, and consistent
Problem solving mindset - assess customer pain points and identifies potential service offerings and ability to create a customized solution to fit their needs.

Responsibilities

Identify, target and qualify prospective new customers
Contact prospective customers and schedules appointments
Conduct sales calls designed to identify key sources of problems and/or dissatisfaction
Develop a sense of urgency to resolve needs and positions Johnson Controls as the supplier of choice
Reviews and finalizes proposals with prospects and secures their commitment to the Johnson Controls solution
Conducts customer kick-off meetings, resolves customer issues, creates pull-through opportunities, maintains service agreements, extends service agreements and supports the collections process
Keeps management informed of progress and account status using the Johnson Controls Salesforce.com tool and other means
Develops and implements territory marketing plans consistent with the Johnson Controls Building Solutions business strategy
Represents Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance

Benefits

This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin.
This position includes a competitive benefits package.

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