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Job Details

Commercial Market Account Executive

Company name
Johnson Controls, Inc.

Horsham, PA, United States

Employment Type

Account Management, Sales, Engineering

Posted on
Aug 04, 2020

Valid Through
Nov 17, 2020

Apply for this job


Commercial Market Account Executive','EB00068960203','!*!What

you will do


Under general direction, develops long-term

customer relationships with assigned accounts, primarily focused on

contractors, design-build contractors and consultants in the commercial and

mid-market HVAC construction space selling JCI’s complete product offering of HVAC

Equipment and Controls.  Maximizes

account penetration of assigned accounts by serving their full spectrum of

needs, leveraging Johnson Controls’ broad portfolio of HVAC Equipment and

Controls offerings.  For assigned

accounts, seeks for Johnson Controls to become the preferred supplier of HVAC

offerings (‚Äúlast look‚ÄĚ with contractors, ‚Äútrusted advisor and default spec‚ÄĚ

with design-build contractors and consulting engineers). Ensures customer

retention and growth of assigned accounts and aligns Johnson Controls support

staff with customer organization. 

Partners with other local sales representatives to maximize profit

generation from accounts through influence on specifications (design-build

contractors, consulting engineers) and market pricing (contractors). Partners

with Owner Direct account executives to help be the equipment and controls

expert for Prime retrofit and replacement opportunities.  Effectively teams with and delegates to

internal teammates to ensure customer support and satisfaction. Utilizes sales

tools to plan and document progress as well as increase business opportunity in

accounts. Actively bids all offerings across the Johnson Controls line card

with assigned accounts.  Achieves

quarterly quotas and annual sales plans. Obtains and closes sales on a monthly




you will do it 

1.      Builds

partnering relationships with assigned Contractors, design build contractors

and light commercial contractors primarily in the commercial midmarket building

space to grow relationships, namely with key decision makers, and earns

preferred partner status across our entire line card of HVAC Systems offerings.  Maintains frequent contact (through face to

face contact when appropriate, telephone and virtual meetings) with the

customers who most directly influence account penetration.  Actively listens, probes, identifies and

addresses concerns.  Understands the

customer's business and speaks their language. 

Develops credibility, loyalty, trust and commitment.

2.      With

contractors, performs take-offs and actively bids the full spectrum of Johnson

Controls offerings and helps is design/build situations where we can influence

the final design.  Consistently drives a

preference for Johnson Controls products and offerings with assigned design-build

contractor and consultant accounts. Actively influences customers to promote

Johnson Controls across their project estimating, design and construction


3.      Leads

or participates on teams in pursuit of individual projects based on account

assignments, and honors the credit split guidelines to reward teamwork

4.      Develops

relationships with internal support, operations, and administrative staff to

ensure customer satisfaction, and quickly addresses issues. Trains and mentors

inside sales team to drive customer satisfaction.  When applicable, works directly with the CSS

(Commercial Systems Specialist) in the market to have the CSS assist in

obtaining Basis of Design, support customer meetings, and jobs site reviews to

gain even more credibility with the customer. 

5.      Understands

JCI System strengths and competitors’ weaknesses to ensure JCI is positioned

with maximum advantage.  Uses existing

market and/or industry knowledge to position JCI as the go-to provider for all

of their customer’s HVAC needs. 

6.      Functions

as a quarterback or job captain on projects with multiple players which

includes responsibility for take-offs, estimating and development of bid

strategy as directed by sales manager. 

7.      Timely,

knowledgeable response to bid requests, specification development, and

equipment selections.

8.      Keeps

management informed of progress and account status.  Leverages management with accounts, such as

local, area, and/or executive leadership engagement and sponsorship, when and

where appropriate.

9.      Leverages

subject matter experts from within Johnson Controls to better position and

optimize our value proposition of proposed offerings and solutions to increase

win rates, such as the CSS role, Center of Excellence (CoE), service technicians,

or other account executives.

10.   Manages

account receivables (A/R) balances in line with Johnson Controls objectives and


11.   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 other internal JCI organizations to exceed

customers' expectations. Owns and facilitates the customer relationship.

12.   Assists

in the development of the Branch HVAC commercial sales, marketing plans and

strategies.  Aides in the implementation

of these strategies and action plans. 

13.   Utilizes

applicable sales tools effectively to plan and document progress as well as

increase penetration of accounts.


Participates in

professional organizations for reasons of personal development, customer

relationship building, and industry networking within local market community. ','!*!What we look for 


Bachelor’s degree in business, engineering,

or related construction field discipline required.   A minimum of five years of progressive field

sales experience selling HVAC

mechanical equipment to Contractors, Consultants and General Contractors in the

construction industry.   Ability to work

effectively in a fast-paced environment and effectively manage multiple priorities.

Strong time management skills. 

Demonstrates a commitment to integrity and quality in business.

Excellent initiative and interpersonal communications skills.   Demonstrated

ability to influence the market at key levels. 

Specific experience in the commercial market supporting and/or selling

Rooftops or VRF (Variable Refrigerant Flow) equipment is preferred.  Existing relationships in the market with

commercial focused contractors, Consulting engineers and design/build

contractors is also preferred. 



BA degree in Engineering or Technical Degree  

Five (5) years’ experience selling in the

Construction industry. 

Five (5) years of experience

selling HVAC Mechanical Equipment. 


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, status as a qualified individual with a disability, or any other

characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability

and you require an accommodation during the application process, please

visit ','Sales & Marketing','US-PA-Horsham','','Bldg Technologies & Solutions','Exempt','Exempt','Commercial Market Account Executive

Company info

Johnson Controls, Inc.
Website :

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