HVAC Service Sales Account Executive

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.

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.

The responsibilities include:

• Bringing 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.
• Contacting prospective customers and scheduling appointments as well as building a referral network to identify new customers.
• Conducting 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.
• Developing a sense of urgency to resolve needs and position Johnson Controls as the supplier of choice. Proposing 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. Understanding the customer's business and speaking their language.
• Reviewing and finalizing proposals with prospects and securing their commitment to the Johnson Controls solution.
• Conducting customer kick-off meetings, resolving customer issues, creating pull-through opportunities, maintaining service agreements, extending service agreements, and supporting the collections process.
• Keeping management informed of progress and account status using the Johnson Controls Salesforce tool. Knowing when to call for assistance from management to keep the sales process moving.
• Developing and implementing territory marketing plans consistent with the Johnson Controls Building Solutions business strategy. Attending and presenting at trade shows. Participating in professional organizations.
• Representing 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.

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.

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.