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Commercial Account Executive
2 weeks ago
As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard - your next great opportunity is just a few clicks away
**What we offer**
- Competitive salary and commission Plan
- Paid vacation/holidays/sick time - **Available from day one**
- Comprehensive benefits package including medical, dental, and vision care - **Available from day one**
- Extensive product and on the job/cross training opportunities
- With outstanding resources Encouraging and collaborative team environment Dedication to safety through our Zero Harm policy
- Company vehicle
**What you will do**:
Under general direction, develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners. Maximizes account penetration of assigned accounts by serving the full spectrum of needs of the accounts with the full spectrum of the Security and Fire offering. Seeks for Johnson Controls to become the preferred supplier of Systems and Services to the assigned accounts (“last look” with contractors, “default spec” with consulting engineers, “trusted advisor” with account owners. Ensures customer retention of assigned accounts. Partners with other sales representatives and/or agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (contractors). Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Obtains and closes sales on a monthly basis. Achieves annual sales plan and obtains and closes sales on a monthly basis.
**How you will do it**:
- Builds partnering relationships with the assigned accounts to drive the penetration of the Security and Fire offering. Maintains frequent face-to-face contact with the customers who most directly influence penetration. Actively listens, probes and identifies concerns. Addresses concerns and performance lapses. Understands the customer's business and speaks their language. Develops credibility, loyalty, trust and commitment.
- With assigned contractors, consistently makes take-offs and bids the full spectrum of projects with the full spectrum of Johnson Controls offerings. With assigned consulting engineers, consistently drives specifications of the full spectrum of projects towards the Johnson Controls offering. With assigned owner accounts, consistently drives favorable specification.
- Leads or teams with colleagues on individual projects based on account assignments. Honors the credit split guidelines.
- Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.
- Keeps management informed of progress and account status. Leverages management with accounts, when and where appropriate.
- Manages receivables balances in line with Johnson Controls objectives and policies.
- Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase penetration of accounts.
- 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 Solution and Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship.
- Assists in the development of the team sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on account management and market strategies.
- Participates in professional organizations.
**What we look for**
**Required**
- Bachelor’s degree in business, engineering, or related discipline required, or equivalent experience.
- A minimum of five years of progressive field sales experience.
- Excellent initiative, and interpersonal communications skills.
- Demonstrated ability to influence the market at key levels.
- Ability to travel 50%.
**Preferred**:
MBA
We believe in doing well by doing good and hold ourselves accountable to make the world a better place through the solutions we provide, our engagement in society, and the way we do business. We believe that diversity and inclusion matter and make a difference. By embracing its true value and appreciating various perspectives, we strive to
