Field Sales Executive - Navy Systems

Field Sales Executive

We are seeking a Field Sales Executive to join our federal team supporting our Norfolk, VA region. Our Navy Systems business supports all major defense industrial base shipbuilders and has been supplying mission critical cooling and refrigeration equipment and systems to the US Navy for over 100 years. This is an exciting opportunity to provide sales generation, pipeline management, and maintain client relationships across the entirety of fielded JCNS equipment within a growing business and fast-paced environment.

At Johnson Controls, we have been supplying air conditioning and refrigeration equipment and services to the US Navy since 1917. The Account Executive will be responsible for generating sales for the Norfolk field service team in support of Johnson Controls Navy Systems (JCNS), manufactured HVAC&R equipment installed on US Navy vessels. This role partners with the Norfolk Operations Team and the York, PA production plant in support of the business's goals and strategic plan. As a key contributor in the business, you will report to the JCNS Director of Programs, Contracts, and Field Services.

Pay: Salaried base plus commission Location: Onsite in Norfolk, VA Benefits: Eligible for benefits on first day of employment Vacation: 3 weeks of paid vacation, 5 sick days, 3 floating holidays, and 10 standard holidays per calendar year (6.5 weeks in total) Travel Required: Upto 50%

As a Field Sales Executive, you will:

• Responsible for the sale of JCNS HVAC&R repair/modernization service offerings to U.S. Navy customers within a specified geographic region.
• Consult on technical solutions that improve shipboard HVAC&R performance, reduce energy and lifecycle costs, increase energy resiliency, and otherwise enhance mission assurance.
• Use account management disciplines to understand customers' goals, and to build and manage long-term customer relationships within key and target accounts.
• Address customers' operational and performance objectives by recommending and delivering comprehensive and innovative solutions.
• Develop preventative maintenance service agreements within assigned accounts. Focus on improving the availability of existing equipment to achieve U.S. Navy objectives.
• Develop budgets and pricing and help customers quantify the business case to secure budget approval. Educate customers on Federal or Navy-specific funding programs or IDIQ contract vehicles that may support their goals.
• Create competitive, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively writes and presents proposals.
• Execute the sales process to cultivate, qualify and close new sales opportunities. Manage the high activity of the pipeline in CRM tools with a focus on sales phase, close date, and probability of a close.
• Build and maintain thorough account relationships coupled with strategic account planning to methodically and reliably achieve business expansion within accounts.
• Collaborate with and support JCFS' Norfolk operations team in the development and delivery of projects to ensure customer satisfaction.
• Actively participate in professional organizations, conferences, expert panels, and other industry events to demonstrate innovation and thought leadership.

Required Qualifications:

• 5+ years of progressive field sales experience.
• Demonstrated subject matter expertise in energy management and HVAC systems.
• Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills; both written and verbal.
• Demonstrated ability to influence account decision makers at key levels, preferably at the C and D levels.
• Proficiency with U.S. Federal Government agency budgeting and contracting (acquisition) processes.
• Proficiency with Microsoft Office products (Word, Excel, PowerPoint, Project), Outlook, and general Windows environment.
• The ability to obtain and maintain required government security clearances as needed. (This involves a background/character, criminal history, employment, and credit check.)
• Ability to travel within the region up to 50%

Preferred Qualifications:

• 3+ years sales experience focused on U.S. Navy HVAC&R maintenance/modernization services.

Preferred Education:

• Bachelor's Degree in either Engineering, Business, Marketing, or related discipline. MBA preferred.

The primary mission of Johnson Controls Navy Systems is to supply Chilled Water Air Conditioning, Refrigeration Systems and associated equipment to the US Navy and US Coast Guard. Johnson Controls Navy Systems is a part of the Johnson Controls Federal Systems business. Our robust, high reliability products are designed, manufactured and tested in York, PA to military and other stringent customer specifications. Most of our designs are custom engineered for the specific application.

If you'd like to learn more about who we are, what we do, and the systems and products we work with please check out our "Who we are" video on Youtube to learn more. (Around 2 minutes long)

Recently, Johnson Controls has been recognized by several organizations for leadership in Environment, Sustainability and Governance, as well as innovations in smart building platforms:

• Named to FORTUNE's "Most Admired Companies" List
• Corporate Knights Global 100 Most Sustainable Corporations in the World
• Named to Forbes Net Zero Leaders list
• CDP 2023 Climate Change 'A List '
• Ranked 67 on the Drucker Institute's list of best-managed companies in America
• Forbes Best Employers for Diversity list.
• Newsweek America's Greatest Workplaces for Diversity
• Ethisphere 2024 World's Most Ethical Companies list for the 17th time
• Newsweek America's Greatest Workplaces for Women in 2024
• Named to Newsweek America's Greatest Workplaces for Veterans 2024 / 2025 listing
• Named one of the top military friendly employers by military.com.

Johnson Controls is an equal employment opportunity 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. 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

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