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About the Role

As a global leader in smart, healthy and sustainable buildings, Johnson Controls reimagines the performance of buildings to serve people, places and the planet. This role offers the opportunity to develop yourself through meaningful work projects and learning opportunities within an empowering company culture.

Responsibilities

• Responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners.
• Promote the Johnson Controls value proposition by providing business and technical solutions.
• Build and manage long-term customer relationships and partnerships with assigned accounts.
• Ensure customer satisfaction and loyalty while working in conjunction with operations partners.
• Position renewable service agreements as a foundation of managed account relationships.
• Assist in promoting and selling Building Controls offerings in collaboration with the branch Controls sales team.
• Execute the sales process to cultivate and manage long-term relationships.
• Seek out, qualify and close new sales opportunities.
• Utilize applicable sales tools effectively to plan and document progress.
• Increase business opportunity in assigned accounts.
• Expand the depth and breadth of Johnson Controls offerings sold within assigned accounts with a focus on maximizing HVAC equipment sales.
• Act as a key member of select account teams on key and target owner accounts.
• Lead the account team on assigned target and key owner accounts where significant growth opportunities exist and more robust equipment expertise is required.
• Continually develop sales skills and enhance knowledge of JCI product and service offerings.
• Sell Johnson Controls offerings persuasively, persistently and confidently to contractors, consultants, and designers.
• Manage multiple, ongoing opportunities.
• Sell, renew, and expand renewable service agreements, including multi-year agreements, to new and existing assigned customers.
• Build partnering relationships with the owner construction community responsible for the decision-making process.
• Actively listen, probe, and identify customer concerns.
• Understand the customer's business cycle and customer base.
• Demonstrate technical and business expertise and maintain a high level of credibility.
• Garners loyalty, trust, and commitment from the customer.
• Seek out, target, and initiate contact with prospective customers in alignment with JCI strategy.
• Develop and maintain a network of industry contacts.
• Understand and leverage sales process outcomes.
• Demonstrate evidence of advancing the sale.
• Share technical knowledge and business expertise with the customer to match the solution to the customer’s operational need.
• Position Johnson Controls favorably.
• Qualify and assess potential customers.
• Address customer's operational and environmental objectives, needs, and requirements.
• Recommend solutions and link customer objectives to total value solution and competitive advantage.
• Differentiate Johnson Controls services and products from competitors.
• Apply creativity, ingenuity, and innovation in a value-added sales approach.
• Positively and credibly influence JCI strategies with the construction community.
• Create competitive, high quality, and timely estimates, proposals, and cost/benefit analysis.
• Write and present proposals effectively.
• Negotiate value, address resistance, and close the sale.
• Differentiate Johnson Controls as a total building environment supplier.
• Leverage Johnson Controls sales process to close sales quickly.
• Manage the high activity of the pipeline in the CRM system.
• Act as the customer’s advocate in interactions with Johnson Controls.
• Ensure the customer obtains the best value from Johnson Controls offerings.
• Set appropriate customer expectations on Johnson Controls offerings.
• Participate in final project inspection.
• Ensure that the customer is trained and oriented to system operation and the value of services delivered.

Requirements

• 3+ years of successful field technical sales experience or 3+ years of mechanical engineering professional experience
• Demonstrates a commitment to integrity and quality in business.

Skills

• Sales
• Business Development
• Customer Relationship Management
• Technical Sales
• HVAC Equipment Sales
• Building Controls Sales
• Negotiation
• Proposal Writing
• CRM System Management

Location

• Toronto, ON

Work Type

• Onsite
• Full-time

Experience Level

• 3+ years

Education Level

• Bachelor’s degree

Salary/Compensations

• $87,000 - $137,000

Benefits

• Paid vacation/holidays/sick time
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy
• Company vehicle
• Competitive Sales Incentive Plan
• Competitive benefits package

About the Company

• Global leader in smart, healthy and sustainable buildings.
• Mission is to reimagine the performance of buildings to serve people, places and the planet.
• Strives to provide employees with an experience focused on supporting their physical, financial, and emotional wellbeing.
• Empowering company culture where voices and ideas will be heard.

Equal Opportunity

• Johnson Controls’ Canadian subsidiaries are committed to providing reasonable accommodation to applicants, candidates and employees with disabilities, in accordance with applicable human rights legislation, and in Ontario, in accordance with the Accessibility for Ontarians with Disabilities Act (“AODA”).
• When requested, accommodation will be provided throughout all stages of the recruitment and selection process.
• Any information provided related to accommodation measures will be treated as confidential.
• A copy of Johnson Controls’ applicable AODA policies are available on our website at www.johnsoncontrols.com for your reference, and can be made available in accessible formats upon request.