HVAC Service Sales Account Executive

Job Description

About Us

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 you will do

The HVAC Service Sales Representative is critical to the overall growth and profitability of the HVAC Service business! You will be responsible for initiating, establishing, and building profitable service relationships between new customers and Johnson Controls (JCI). You will focus on selling renewable maintenance agreements and projects as the key building block for establishing these relationships, and you 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. You will use sales tools to plan and document sales progress as well as increase business opportunity in current accounts and you are expected to obtain and close business on a monthly basis.

How you will do it 

• You'll bring your HVAC Commercial Sales Experience to follow a disciplined and professional process to identify, target, and qualify prospective new customers and take advantage of market conditions and networks effectively to uncover new leads and contacts. 

• Contact prospective customers and schedule appointments as well as build a referral network to identify new customers.

• Conduct sales calls designed to identify key sources of problems and/or dissatisfaction and consulting with Facility Directors regarding operating and maintaining heating/cooling, ventilation, and control system equipment.

• Develop a sense of urgency to resolve needs and position Johnson Controls as the supplier of choice. Propose 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. Understand the customer's business and speak their language.

• Review and finalize proposals with prospects and secure their commitment to the Johnson Controls solution.

• Conduct customer kick-off meetings, resolve customer issues, create pull-through opportunities, maintain service agreements, extend service agreements, and support the collections process.

• Keep management informed of progress and account status using the Johnson Controls Salesforce tool. Know when to call for assistance from management to keep the sales process moving.

• Develop and implement territory marketing plans consistent with the Johnson Controls Building Solutions business strategy. Attend and present at trade shows. Participate in professional organizations.

• Represent Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.

What we look for
Required:

• MUST bring prior selling experience in commercial HVAC industry. Exhibit past performance in commercial sales roles with proven results.

• Aptitude for technical knowledge with high level of attention to detail. 

• Enviable presentation skills complete with the ability to captivate in both individual and group communications.

• Selling of "service" and intangibles. 

• Exposure to sales methodologies, standards, and disciplines.

Preferred:

• Post-secondary education.

• Previous experience in Salesforce.

#SalesHiring

Salary Range: HIRING SALARY RANGE: $70k-92k ( Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site at