Install Sales Representative 5

Johnson Controls • Phoenix, AZ

10d • $68,600 - $107,225 • Onsite

About The Position

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

This role involves managing the entire sales process from uncovering opportunities, developing solutions/value proposition, preparing design, creating contracts, negotiating terms, closing opportunities and providing on-going customer service through service delivery. You will establish contact with prospects and qualify potential buyers by scheduling face to face sales calls, following up on leads and utilizing Johnson Controls marketing strategies to determine customer needs and develop a sales strategy to gain customer understanding of company product offerings. You will develop a sales plan for assigned territory, segmenting territory based on customer type, qualifying and prioritizing opportunities, and maintaining appropriate territory records. Expectations include updating and maintaining an accurate sales pipeline with sufficient opportunities to achieve monthly/quarterly/annual quota targets. The sales pipeline will be used to generate the individual seller’s forecasted opportunities each month. You must allocate time effectively to meet or exceed quote requirements, conduct seminars, demonstrations, etc. to generate, develop and qualify leads for prospective customers, develop financial justifications, prepare proposals, make presentations and perform necessary follow-up for successful closing of the sale. You will maintain established accounts through regular customer contact in pursuit of follow on sales and participate in trade shows, special product demonstrations and other events to increase sales and enhance the company’s image.

Requirements

• Minimum of 3 years successful sales experience selling in the building construction industry.
• Must possess good oral and written communication skills and sales techniques, solid presentation skills and closing techniques.
• Must have the ability to persuade and close sales.
• Must be a self-motivator with good organizational skills.
• High School Diploma or Equivalent

Nice To Haves

• Experience working with electrical contractors, ability to read blueprints and wiring diagrams is desirable.
• Exposure to computer/ applications software a plus.
• Knowledge of Fire Alarm Systems or Security Systems
• Computer Literate - Windows Applications
• Valid Driver's License
• Sales Experience

Responsibilities

• Manage the entire sales process from uncovering opportunities, developing solutions/value proposition, preparing design, creating contracts, negotiating terms, closing opportunities and providing on-going customer service through service delivery.
• Establish contact with prospects and qualify potential buyers by scheduling face to face sales calls, following up on leads and utilizing Johnson Controls marketing strategies; to determine customer needs and develop a sales strategy to gain customer understanding of company product offerings.
• Develop a sales plan for assigned territory to include segmenting territory based on customer type; to qualify and prioritize opportunities and to maintain appropriate territory records; expectations to update and maintain an accurate sales pipeline with sufficient opportunities to achieve monthly/quarterly/annual quota targets; Sales pipeline will be used to generate the individual seller’s forecasted opportunities each month.
• Allocate time effectively with the goal of meeting or exceeding quote requirements; conduct seminars, demonstrations, etc. in order to generate, develop and qualify leads for prospective customers; to develop financial justifications, prepare proposals, make presentations and perform necessary follow-up for successful closing of the sale.
• Maintain established accounts through regular customer contact in pursuit of follow on sales; participate in trade shows, special product demonstrations and other events with the objective of increasing sales and enhancing the company’s image.

Benefits

• Competitive salary
• Paid vacation/holidays/sick time - 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Extensive product and on the job/cross training opportunities
• 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
• Education Level: High school or GED