HVAC Service Sales Development Rep

HVAC Service Sales Representative

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.

What we offer:

• Competitive salary
• Company Vehicle
• Paid vacation/holidays/sick time
• Comprehensive benefits package including 401K, medical, dental, vision
• On the job/cross training opportunities
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy

What you will do:

• The HVAC Service Sales Rep is critical to the overall growth and profitability of the HVAC Service business!
• The chosen candidate will be responsible for initiating, establishing and building profitable service relationships between new customers and JCI. Focus on selling renewable maintenance agreements as the key building block for establishing these relationships.
• The salesperson will work within an assigned geographic territory, working as part of a local branch office and teaming with sales and operations professionals within the branch. Uses sales tools to plan and document sales progress as well as increase business opportunity in current accounts. Expected to obtain and close business on a monthly basis.

How you will do it:

• Follows a disciplined and professional process to identify, target and qualify prospective new customers; takes advantage of market conditions and networks effectively to uncover new leads and contacts.
• Contacts prospective customers and schedules appointments. Builds a referral network to identify new customers.
• Conducts sales calls designed to identify key sources of problems and/or dissatisfaction confronting Facility Directors in operating and maintaining heating/cooling, ventilation and control system equipment.
• Develops a sense of urgency to resolve needs and positions Johnson Controls as the supplier of choice. Proposes solutions to prospective customers needs through creative and innovative application of local branch service capabilities with a focus on selling renewable maintenance agreements with an emphasis on digital service offerings, sustainability, and decarbonization. Understands the customer's business and speaks their language.
• Reviews and finalizes proposals with prospects and secures their commitment to the Johnson Controls solution.
• Conducts customer kick-off meetings, resolves customer issues, creates pull-through opportunities, maintains service agreements, extends service agreements and supports the collections process.
• Keeps management informed of progress and account status using the Johnson Controls Salesforce.com tool and other means. Knows when to call for assistance from management to keep the sales process moving.
• Develops and implements territory marketing plans consistent with the Johnson Controls Building Solutions business strategy.
• Attends and presents at trade shows. Participates in professional organizations.
• Represents Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.

What we look for:

Required:

• Previous progressive sales roles
• Exposure to sales methodologies, standards, and disciplines.
• Enviable presentation skills complete with the ability to captivate in both individual and group communications.

Preferred:

• Aptitude for technical knowledge with high level of attention to detail
• Selling of "service" and intangibles
• Knowledge of Building HVAC Systems
• Knowledge and experience in SalesForce.com
• Post-secondary education

Salary Range: 53,000-75k (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.