Equipment Sales Representative

What you will do

The HVAC Equipment Account Executive is responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners. You will promote the Johnson Controls value proposition to the construction community by providing business and technical solutions and build and manage long‑term customer relationships with assigned accounts. You are responsible for customer satisfaction and loyalty while working with operations partners and positioning renewable service agreements as a foundation of managed account relationships. You will also assist in promoting and selling Building Controls offerings in collaboration with the branch Controls sales team. This position is onsite; candidates must commute within proximity to Providence, RI.

Responsibilities

• Sell Johnson Controls offerings persuasively, persistently and confidently to contractors, consultants and designers while reaching optimal profit levels.
• Manage multiple, ongoing opportunities and renew or expand renewable service agreements, including multi‑year agreements, to new and existing customers.
• Build partnering relationships with the owner construction community responsible for decision‑making to drive sales of Johnson Controls offerings.
• Actively listen, probe, and identify concerns; understand the customer's business cycle and operational objectives.
• Demonstrate technical and business expertise, maintain credibility, and garner loyalty, trust and commitment.
• Seek out, target and initiate contact with multiple prospective customers in alignment with JCI strategy, developing and maintaining a network of industry contacts.
• Advise on and recommend solutions, linking customer objectives to total value and competitive advantage.
• Differentiate Johnson Controls services and products from competitors by applying creativity, ingenuity and innovation in a value‑added sales approach.
• Create competitive, high‑quality and timely estimates, proposals, and cost/benefit analyses; effectively write and present proposals.
• Negotiate value, address resistance and close the sale, leveraging the Johnson Controls sales process to close quickly.
• Manage the high activity of the pipeline in the managed CRM system with focus on sales phase, close date, probability of close, and other pertinent information.
• Act as the customer’s advocate in interactions with Johnson Controls to ensure the customer obtains the best value from our offerings.
• Set appropriate customer expectations and participate in final project inspection.
• Ensure the customer is trained and oriented to system operation and the value of services delivered.

Qualifications

• 3+ years of successful field technical sales experience OR 3+ years of mechanical engineering professional experience.
• Demonstrates a commitment to integrity and quality in business.
• Bachelor’s degree (preferred).
• Commercial HVAC industry experience (preferred).

Salary and Benefits

Hiring salary range: $88,000 – $137,000 based on education, experience, knowledge, skills, and abilities, internal equity, location and market data. This role includes a competitive sales incentive plan that accounts for project, quarterly and annual margin. The position also includes a competitive benefits package. Benefits include paid vacation/holidays/sick time, encouraging and collaborative team environment, dedication to safety through Zero Harm policy, and company vehicle.

Equal Employment Opportunity Statement

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. EEO is the Law.