HVAC Account Representative

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.

\n 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.

Johnson Controls helps customers improve the performance of their buildings through technical expertise, trusted service, and solutions that support safer and more efficient operations. In this role, you will represent that value proposition directly to building owners and decision-makers.

Under specific direction, this role is responsible for selling Johnson Controls service offerings to building owners, primarily at the Director level. You will build long-term customer relationships, position renewable service agreements as a foundation for account growth, and pursue service, retrofit, and expansion opportunities that help customers achieve their business objectives.

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• Sell Johnson Controls service offerings to building owners and other key decision-makers at the Director level.
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• Promote the Johnson Controls value proposition through technical solutions and operational expertise.
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• Build and manage long-term customer relationships and partnerships with target and managed accounts.
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• Develop, qualify, and close new sales opportunities through a structured sales process.
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• Obtain and close sales on a monthly basis while maintaining focus on account growth.
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• Position renewable service agreements, including multi-year agreements, as the foundation of managed account relationships.
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• Expand the depth and breadth of Johnson Controls offerings within existing accounts.
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• Focus on services and retrofit opportunities that improve existing buildings and support customer outcomes.
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• Work closely with owner representatives and stakeholders involved in the decision-making process.
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• Sell persuasively, persistently, and confidently while maintaining a strong focus on customer outcomes and business results.
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• Own your commitments with accountability, integrity, and attention to safety in every customer interaction and sales activity.
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• Stay close to the customer’s operation and priorities so you can identify the right service, retrofit, or renewal opportunity at the right time.
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• Listen actively, probe thoughtfully, and respond to concerns with clarity so you can understand what matters most to the owner and their team.
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• Use candor, problem-solving, and continuous improvement to move opportunities forward and strengthen account performance over time.
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• Work as one team by partnering across functions and valuing diverse perspectives that support a better customer solution.
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• Speak the customer’s language, connect technical capability to business objectives, and build trust through consistent follow-through.
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• Bachelor’s degree in business, engineering, or equivalent sales experience in the HVAC or building automation industry.
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• A minimum of six years of progressive field sales experience.
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• At least one year of successful experience selling HVAC or building automation system service or projects.
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• Demonstrated commitment to integrity and quality in business.
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• Excellent initiative and interpersonal communication skills.
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• Proven ability to influence account decision-makers at key levels.
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• Experience selling service agreements, multi-year contracts, or retrofit solutions in complex building environments.
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• Experience working with owners, owner representatives, and other stakeholders in long-term account relationships.
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• Competitive salary.
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• Paid vacation, holidays, and sick time, including 15 days of vacation in the first year.
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• Comprehensive benefits package including 401K, medical, dental, and vision care available day one.
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• Encouraging and collaborative team environment.
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• Dedication to safety through our Zero Harm policy.
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If you are ready to grow customer relationships and help deliver service solutions that make a lasting impact, we invite you to apply.

HIRING SALARY RANGE : $53,400 - $80,250 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. 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. For details, please visit the About Us tab on the Johnson Controls Careers site at -us.