Account Manager

3 days ago

Richmond Hill, Ontario, Canada Johnson Controls Full time

About the Role

The Account Executive position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a seasoned sales professional with a proven track record of success selling performance contracts in the Municipal Markets, resulting in reducing energy costs for our customers.

Key Responsibilities

  • Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.
  • Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges.
  • Built and manages long-term customer relationships/partnerships with key and target building owners.
  • Responsible for customer satisfaction, executing the sales process to cultivate and manage long-term relationships and seek out, qualify, and close new sales and guaranteed savings opportunities.
  • Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships.
  • Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts.
  • Leverages monthly checkpoints to gain progressive commitments from the customer.
  • Seeks to expand the depth and breadth of offerings within that account.
  • Selects account team on key and target customers.
  • Focused in a vertical market.

Sales Process

  • Sells, with minimal supervision, the JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
  • Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status.
  • Sells, renews, and expands renewable service agreements, including multi-year agreements, to both new and existing customers.
  • Built partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings.
  • Manages ongoing sales process, develops relationship, responds to, and anticipates customer needs.
  • Actively listens, probes, and identifies concerns.
  • Understands the customer's business and speaks their language.
  • Demonstrates financial and business acumen to develop credibility, loyalty, trust, and commitment.
  • Seeks out, targets, and initiates contact with prospective customers.
  • Develops network of contacts.
  • Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments.
  • Qualifies and assesses potential customers.
  • Refers leads to other business segments.
  • Addresses customer's financial, business, operational, and environmental objectives, needs, and requirements.
  • Recommends solutions that match the customer's business and financial challenges.
  • Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor's business strategies.
  • Maximizes assigned Project Development Engineering resources effectively and efficiently.
  • Ensures the customer and JCI receive maximum value from dedicated and assigned resources.
  • Engages appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering, and technical support, financial, and legal resources, etc.
  • Effectively writes, presents, and communicates proposals.
  • Secures major opportunities through the use of financial agreements.
  • Negotiates value, addresses resistance when demonstrated, and closes the sale.
  • Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan, and TAS) to plan and document progress as well as increase business opportunity in accounts.
  • Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer.
  • Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process.
  • Leads the sales team by building and fostering team relationships to ensure customer satisfaction.
  • Solicits support from and communicates effectively with internal staff.
  • Develops relationship with Systems and Service sales organization to exceed customers' expectations.
  • Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives.
  • Acts as the customer's advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings.
  • Sets appropriate customer expectations on JCI product and service offerings.
  • Participates in final project inspection.
  • Ensures that the customer is trained and oriented to system operation or the value of services delivered.
  • Assists in the development of the team or Area Office Solution sales and marketing plans and strategies.
  • Aides in the implementation of these strategies and action plans.
  • Targets new customers based on vertical market strategies.
  • Keeps management informed of progress and account status.
  • Knows when to call for assistance from upper management to keep the sales process moving.
  • Attends and presents at trade show.
  • Participates in professional organization.

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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