Senior Account Executive - Sustainable Infrastructure

Senior Account Executive - Sustainable Infrastructure Join to apply for the Senior Account Executive - Sustainable Infrastructure role at Johnson Controls . Base pay range: $101,100.00/yr - $150,400.00/yr. Responsibilities 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. Build and manage long‑term customer relationships/partnerships with key and target building owners. Execute the sales process to cultivate and manage long‑term relationships, seeking out, qualifying and closing new sales and guaranteed savings opportunities. Position renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilize sales tools to plan and document progress and increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seek to expand the depth and breadth of offerings within that account. Select account team on key and target customers; focus on a vertical market. Sells the JCI offerings with minimal supervision, persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Focus on selling performance contracting while ensuring maximum share of customer business. Demonstrate value at the executive level by providing solutions to business and financial challenges and working through gateways to achieve joint planning status. Sells, renews and expands renewable service agreements, including multi‑year agreements, to both new and existing customers. Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision‑making process to drive solution sales of JCI offerings. Manage ongoing sales process, develop relationship, respond to and anticipate customer needs. Actively listen, probe and identify concerns; understand the customer's business and speak their language. Demonstrate financial and business acumen to develop credibility, loyalty, trust and commitment. Seek out, target and initiate contact with prospective customers; develop a network of contacts. Qualify and assess potential customers; refer leads to other business segments. Address customer's financial, business, operational and environmental objectives, needs and requirements. Recommend solutions that match the customer’s business and financial challenges; differentiate JCI services and products from competitors. Maximize assigned Project Development Engineering resources effectively and efficiently. Ensure customer and JCI receive maximum value from dedicated and assigned resources. Engage appropriate sales support resources determined by the JCI sales and business process. Effectively write, present and communicate proposals; secure major opportunities through the use of financial agreements. Negotiate value, address resistance, and close the sale. Utilize applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress and increase business opportunity in accounts. Leverage JCI sales process monthly checkpoints to gain progressive commitments from the customer. Lead the sales team by building and fostering team relationships to ensure customer satisfaction. Solicit support from and communicate effectively with internal staff. Develop relationship with Systems and Service sales organization to exceed customers' expectations. Own and facilitate the customer relationship particularly when selling Performance Contracting initiatives. Act as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Set appropriate customer expectations on JCI product and service offerings. Participate in final project inspection; ensure customer is trained and oriented to system operation or the value of services delivered. Assist in development of the team or Area Office Solution sales and marketing plans and strategies. Aide in implementation of these strategies and action plans; target new customers based on vertical market strategies. Keep management informed of progress and account status; know when to call for assistance from upper management. Attend and present at trade shows; participate in professional organizations. Qualifications 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 communication skills. Demonstrated ability to influence the market at key levels. Ability to travel 50%. Working experience in Public Housing Section 9 or Federal Government programs. About Johnson Controls Johnson Controls is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit #J-18808-Ljbffr Johnson Controls