Business Development Manager

3 weeks ago

Richmond Hill, Ontario, Canada Johnson Controls Full time
About the Role

We are seeking a seasoned sales professional to join our team at Johnson Controls as an Account Executive - Performance Contracting Specialist. This role is part of our Sustainable Infrastructure business and requires a proven track record of success selling performance contracts in the Municipal Markets.

Key Responsibilities
  • Sales and Business Development
    • Sell JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
    • Focus on demonstrating value at the executive level by providing solutions to business and financial challenges.
    • Sell, renew, and expand renewable service agreements, including multi-year agreements, to both new and existing customers.
  • Customer Relationship Management
    • Build partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process.
    • Manage ongoing sales process, develop relationships, respond to, and anticipate customer needs.
    • Actively listen, probe, and identify concerns.
  • Market Research and Analysis
    • Seek out, target, and initiate contact with prospective customers.
    • Develop a network of contacts.
    • Understand and leverage sales process checkpoints.
  • Proposal Writing and Presentation
    • Effectively write, present, and communicate proposals.
    • Secure major opportunities through the use of financial agreements.
    • Negotiate value, address resistance when demonstrated, and close the sale.
  • Team Leadership and Collaboration
    • 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 customers' expectations.
    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.
    • Prefer someone with experience selling energy solutions performance contracts.
    • Excellent initiative, and interpersonal communications skills.
    • Demonstrated ability to influence the market at key levels.
    • Ability to travel 50%.

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