Senior Account Executive - Sustainable Infrastructure
About The Position
Under general direction, the Senior Account Executive is responsible for selling large, complex bundled offerings with guaranteed savings to high-potential solution-sales customers at the C-level. The role promotes Johnson Controls’ value proposition by addressing customers’ business and financial challenges, building long-term relationships with key and target building owners, and ensuring customer satisfaction. The position executes the sales process to qualify and close new sales and guaranteed-savings opportunities, establishes renewable service agreements and guaranteed savings as the foundation of managed account relationships, and expands the breadth and depth of offerings within assigned accounts in a focused vertical market. The role sells performance contracting and other JCI offerings to building owners and owner representatives, develops relationships with economic buyers, identifies customer needs, and recommends differentiated solutions. It coordinates engineering, construction management, energy, operational, technical, financial, and legal resources; prepares and presents proposals; negotiates and closes sales; and manages pipeline milestones and customer commitments. The Senior Account Executive also leads and coordinates the sales team, advocates for customers within JCI, supports sales and marketing plans, and participates in project inspections, trade shows, and professional organizations.
Requirements
- Bachelor’s degree in business, engineering, or a related discipline.
- Five to seven years of progressive field sales experience at the C-level.
- Excellent initiative and interpersonal communication skills.
- Demonstrated ability to influence the market at key levels.
- Ability to travel 50%.
Nice To Haves
- MBA preferred.
Responsibilities
- Sell large, complex bundled offerings and performance contracting with guaranteed savings to building owners and owner representatives at the C-level.
- Promote JCI offerings by addressing customers’ business, financial, operational, and environmental challenges.
- Build and manage long-term customer relationships and partnerships with key and target building owners, economic buyers, and owner representatives.
- Seek out prospective customers, develop a network of contacts, qualify opportunities, and close new sales and guaranteed-savings opportunities.
- Sell, renew, and expand renewable service agreements, including multi-year agreements, with new and existing customers.
- Develop account relationships and identify opportunities to expand the depth and breadth of offerings.
- Use sales process checkpoints, trial closes, and monthly customer commitments to advance opportunities and manage the pipeline.
- Differentiate JCI products and services from competitors based on business benefits and knowledge of competitor strategies.
- Coordinate Project Development Engineering and other sales support resources, including construction management, energy and operational engineering, technical, financial, and legal support.
- Write, present, and communicate proposals; secure opportunities through financial agreements; negotiate value, address resistance, and close sales.
- Use Salesforce, Account Management, Account Plan, TAS, and other applicable sales tools to plan and document progress and increase business opportunities.
- Lead and foster sales team relationships, communicate with internal staff, and coordinate with Systems and Service sales to meet customer expectations.
- Own and facilitate customer relationships, particularly for Performance Contracting initiatives, and act as the customer’s advocate within JCI.
- Set appropriate customer expectations, participate in final project inspections, and ensure customers are trained and oriented to system operation or service value.
- Assist in developing and implementing team or Area Office solution sales and marketing plans and target new customers based on vertical market strategies.
- Keep management informed of account status and seek management assistance when needed to move the sales process forward.
- Attend and present at trade shows and participate in professional organizations.
Benefits
- Competitive Sales Incentive Plan based on project volume and margin, with quarterly and annual considerations.
- Competitive benefits package.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
