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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, building long-term customer relationships, and ensuring customer satisfaction.

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 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.
• Initiate contact with prospective customers and develop a network of contacts.
• Qualify and assess potential customers and refer leads to other business segments.
• Address customer's financial, business, operational, and environmental objectives and recommend solutions.
• Differentiate JCI services and products from competitors based on business benefits.
• Maximize assigned Project Development Engineering resources effectively and efficiently.
• Engage appropriate sales support resources, including COE, energy and operational engineering, technical support, financial, and legal resources.
• Write, present, and communicate proposals effectively.
• Secure major opportunities through financial agreements, negotiate value, and close sales.
• Utilize applicable sales tools (Salesforce, Account Management, Account Plan, TAS) to plan and document progress.
• Leverage sales process checkpoints to gain progressive commitments from the customer.
• Manage sales process steps with a focus on completing the Opportunity Action plan and meeting customer buying process milestones.
• Lead the sales team by building and fostering team relationships.
• Solicit support from and communicate effectively with internal staff.
• Develop relationships with Systems and Service sales organization.
• Act as the customer’s advocate within the JCI organization.
• Set appropriate customer expectations on JCI product and service offerings.
• Participate in final project inspection and ensure customer training.
• Assist in the development of team or Area Office Solution sales and marketing plans and strategies.
• Target new customers based on vertical market strategies.
• Keep management informed of progress and account status.
• Attend and present at trade shows and 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%.

Skills

• Sales
• C-level sales
• Solution selling
• Performance contracting
• Relationship building
• Customer satisfaction
• Sales process management
• Financial acumen
• Business acumen
• Negotiation
• Proposal writing
• Communication
• Team leadership
• Vertical market sales

Location

• Remote

Work Type

• Full-time

Experience Level

• Mid-Senior level

Education Level

• Bachelor's Degree
• MBA

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.

Equal Opportunity

• 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.
• 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.