Senior Account Executive - Sustainable Infrastructure

Johnson Controls • Memphis, TN

75d • $101,100 - $150,400

About The Position

Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges. Builds and manages long term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. Also evaluates opportunities to alternatively position design-build and Energy-as-a-Service (EaaS). Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account. Focus on existing and target customers in several vertical markets - K12, local government, utilities, and community colleges. The territory within the JCI MidSouth market is middle and western Tennessee, Arkansas and northern Mississippi. Candidate would ideally live in Memphis, TN, but could also reside virtually anywhere in the territory.

Requirements

• Bachelor's degree in business, engineering, or related discipline required.
• MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Excellent initiative, and interpersonal communications skills.
• Ability to lead development teams on specific opportunities in matrix organization.
• Commitment to achieving sales results.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

Responsibilities

• Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
• Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status.
• Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings.
• Manages ongoing sales process, develops relationships, responds to and anticipates customer needs.
• Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language.
• Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
• Seeks out, targets and initiates contact with prospective customers. Develops network of contacts.
• Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments.
• Qualifies and assesses potential customers. Refers leads to other business segments.
• Addresses customer's financial, business, operational and environmental objectives, needs and requirements.
• Recommends solutions that match the customer's business and financial challenges.
• Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor's business strategies.
• Maximizes assigned Project Development Engineering resources effectively and efficiently.
• Ensures the customer and JCI receive maximum value from dedicated and assigned resources.
• Engages appropriate sales support resources determined by the JCI sales and business process.
• Effectively writes, presents and communicates proposals.
• Secures major opportunities through the use of financial agreements.
• Negotiates value, addresses resistance when demonstrated, and closes the sale.
• Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and Altify) to plan and document progress.
• Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan.
• Leads the sales team by building and fostering team relationships to ensure customer satisfaction.
• Solicits support from and communicates effectively with internal staff.
• Develops relationship with JCI branch systems and service sales organization to exceed customers' expectations.
• Acts as the customer's advocate in interactions with the JCI organization.
• Sets appropriate customer expectations on JCI product and service offerings.
• Participates in final project inspection.
• Ensures that the customer is trained and oriented to system operation or the value of services delivered.
• Assists in the development of the MidSouth team sales and marketing plans and strategies.
• Aides in the implementation of these strategies and action plans.
• Targets new customers based on vertical market strategies.
• Comfortable using generative AI tools in research and positioning of value proposition.
• Keeps management informed of progress and account status.
• Knows when to call for assistance from upper management to keep the sales process moving.
• Attends and presents at vertical market specific trade show.
• Participates in professional organizations.

Benefits

• Competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin.
• Competitive benefits package.

What This Job Offers

• Industry: Publishing Industries
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees