Johnson Controls, Inc.
Capitol Heights, MD, United States
Account Executive Construction (HVAC & Controls)','WD30077550205','!*!What you will do Under minimal direction, develops long-term customer relationships with assigned accounts, primarily focused on contractors and owners in the construction space with limited consulting engineer account assignments. Maximizes account penetration of assigned construction accounts by serving the full spectrum of needs of the accounts with the full spectrum of the HVAC and Building Automation/Controls Systems offerings seeks for Johnson Controls to become the preferred supplier of HVAC and BAS offerings of the assigned accounts (“last look” with contractors, “default spec” with consulting engineers, “trusted advisor” with account owners). Ensures customer retention of assigned accounts and aligns Johnson Controls operations staff with customer organization. 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. 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 basis.How you will do it Builds partnering relationships with the assigned accounts to drive the penetration of the HVAC and Building Automation/Controls Systems offering. Maintains frequent face-to-face contact with the customers who most directly influence account penetration. Actively listens, probes and identifies concerns. Addresses customer’s concerns and performance lapses. Understands the customer's business and speaks their language. Develops credibility, loyalty, trust and commitment.With assigned contractors, consistently performs take-offs and bids the full spectrum of projects with the full spectrum of Johnson Controls offerings. With assigned owner accounts, consistently drives a preference for Johnson Controls products and offerings. With assigned consulting engineers, consistently drives specifications of the full spectrum of projects towards the Johnson Controls offering. Leads the team 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.Leads the sales process by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationship with other BSNA organizations to exceed customers' expectations. Owns and facilitates the customer relationship.Assists in the development of the team and Branch 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.Utilizes applicable sales tools effectively to plan and document progress as well as increase penetration of accounts. Participates in professional organizations.','!*!What we look for RequiredBachelor’s degree in business, engineering, or related discipline required. A minimum of five years of progressive field sales experience in the HVAC and Building Automation/Controls Systems construction industry with an Engineering Degree, or ten years with a Business Degree. Excellent initiative, and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability for local travelJohnson
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. 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 www.johnsoncontrols.com/tomorrowneedsyou.','Sales & Marketing','US-MD-Capitol Heights','','Bldg Technologies & Solutions','Exempt','Exempt','Account Executive Construction (HVAC & Controls)
Johnson Controls, Inc.
Website : http://www.johnsoncontrols.com