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About the Role

Responsible for selling large, complex, bundled offerings with guaranteed savings to high-potential, solution sales customers at the C-level. Promotes the JCI value proposition by providing solutions to customer business and financial challenges and building long-term customer relationships.

Responsibilities

Sell JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level.
Achieve optimal profit levels, focusing on selling performance contracting and maximizing share of customer's business.
Demonstrate value at the executive level by providing solutions to business and financial challenges.
Sell, renew, and expand renewable service agreements, including multi-year agreements.
Build partnering relationships with the economic buyer, owner, or owner representatives.
Manage the ongoing sales process, develop relationships, and respond to and anticipate customer needs.
Actively listen, probe, and identify concerns; understand the customer's business and speak their language.
Demonstrate financial and business acumen to develop credibility, loyalty, trust, and commitment.
Seek out, target, and initiate contact with prospective customers and develop a network of contacts.
Understand and leverage sales process checkpoints, and demonstrate evidence of gaining trial closes and commitments.
Qualify and assess potential customers and refer leads to other business segments.
Address customer's financial, business, operational, and environmental objectives, needs, and requirements.
Recommend solutions that match the customer’s business and financial challenges.
Differentiate JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
Maximize assigned Project Development Engineering resources effectively and efficiently.
Ensure the customer and JCI receive maximum value from dedicated and assigned resources.
Engage appropriate sales support resources (COE, energy and operational engineering, technical support, financial and legal resources).
Write, present, and communicate proposals effectively.
Secure major opportunities through the use of financial agreements.
Negotiate value, address resistance, and close the sale.
Utilize applicable sales tools (Salesforce, Account Management, Account Plan, TAS) to plan and document progress.
Leverage JCI sales process monthly checkpoints to gain progressive commitments.
Manage sales process steps in the pipeline with a focus on completing the Opportunity Action plan and meeting milestones.
Lead the sales team by building and fostering team relationships to ensure customer satisfaction.
Solicit support from and communicate effectively with internal staff.
Develop relationships with Systems and Service sales organization to exceed customer expectations.
Own and facilitate the customer relationship, particularly when selling Performance Contracting initiatives.
Act as the customer’s advocate in interactions with the JCI organization.
Set appropriate customer expectations on JCI product and service offerings.
Participate in final project inspection.
Ensure that the customer is trained and oriented to system operation or the value of services delivered.
Assist in the development of team or Area Office Solution sales and marketing plans and strategies.
Aid in the implementation of these strategies and action plans.
Target new customers based on vertical market strategies.
Keep management informed of progress and account status.
Know when to call for assistance from upper management.
Attend and present at trade shows.
Participate in professional organizations.

Requirements

Bachelor’s degree in business, engineering, or related discipline required.
MBA preferred.
A minimum of five to seven years of progressive field sales experience at the C-level.
Excellent initiative and interpersonal communications skills.
Demonstrated ability to influence the market at key levels.
Ability to travel 50%.

Experience Level

Five to seven years of progressive field sales experience at the C-level

Education Level

Bachelor's degree in business, engineering, or related discipline
MBA preferred

Salary/Compensations

$100,100 - $150,400

Benefits

Competitive Sales Incentive Plan
Competitive benefits package

About the Company

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer.
Johnson Controls 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, status as a qualified individual with a disability, or any other characteristic protected by law.

Equal Opportunity

For more information, please view EEO is the Law.
To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law.
If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.
If you are an individual with a disability and you require an accommodation during the application process, please visit here.