Install Sales Representative 4

Johnson Controls•Las Vegas, NV

2d•$61,400 - $92,225

About The Position

Generate sales opportunities for Johnson Controls HVAC products among data center vertical customer accounts in the assigned region and achieve the assigned annual operating plan and sales targets. Provide accurate monthly, quarterly, and annual forecasts, and manage the sales pipeline. Develop and deliver presentations explaining the technical benefits of Johnson Controls products to prospective customers and other stakeholders. Negotiate offer and contract terms, including legal, finance, and payment terms, and obtain approvals according to the organization’s approval matrix. Identify improvements that may reduce costs and improve profitability. Build new relationships and maintain existing ones with end users, consultants, contractors, architects, and other stakeholders. Research market and competitive developments, identify cross-selling and up-selling opportunities, and present relevant company products and services. The role offers a competitive sales incentive plan based on project volume and margin, as well as a competitive benefits package.

Requirements

At least 8 years of experience selling HVAC products.
Experience handling customer accounts in the data center industry.
Strong understanding of go-to-market strategies for HVAC products serving data center customer accounts.
Strong techno-commercial negotiation skills.
Ability to interface with and influence other parts of the organization to position business cases for sales pursuits.
Good communication, interpersonal, and organizational skills.
Proactive approach and ability to work with minimal guidance.
Strong networking skills.
Proficiency in Microsoft Office.

Nice To Haves

Understanding of cooling plants and related accessories for data center sites.
Strong market connections in the NCR region with leading HVAC consultants and contractors.

Responsibilities

Generate sales opportunities for Johnson Controls HVAC products among data center vertical customer accounts in the assigned region.
Achieve the assigned regional AOP and sales target.
Provide accurate monthly, quarterly, and annual forecasts.
Manage and forecast the sales pipeline.
Develop and deliver sales presentations explaining the technical aspects and benefits of Johnson Controls products.
Negotiate offer and contract terms, including legal, finance, and payment terms, and secure approvals under the organization’s approval matrix.
Identify improvements that may create cost savings and improve profitability.
Establish and maintain relationships with end users, consultants, contractors, architects, and other stakeholders.
Research the industry and market for competitive intelligence and changes that may affect current or future sales.
Analyze cross-selling and up-selling opportunities and ensure company products and services are presented.