Account Executive - HVAC Systems Commercial Sales
Job
Johnson Controls
Location:
Birmingham,
AL
Job Code -
720407
Job First Active on:
Wednesday, July 28, 2010
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JOB DESCRIPTION:
Account Executive - HVAC Systems Commercial Sales
Johnson Controls is a global diversified technology and industrial leader serving customers in over 150 countries. Our 130,000 employees create quality products, services and solutions to optimize energy and operational efficiencies of buildings; lead-acid automotive batteries and advanced batteries for hybrid and electric vehicles; and interior systems for automobiles. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. Through our growth strategies and by increasing market share we are committed to delivering value to shareholders and making our customers successful. JCI is an Equal Opportunity/Affirmative Action employer, and as such does not discriminate in its recruiting and selection process based on disability or handicap status. If you are a person with a disability and you need an accommodation during the application process, please call our Talent Acquisition Hotline at (414)-524-8999 and press option #0.
Discover why Fortune Magazine Ranks us as a Fortune 100 Company and calls Johnson Controls, Inc. one of America's Most Admired Companies.
As an Account Executive for our HVAC Commercial Systems Sales you will develop long-term customer relationships with assigned Commercial 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 HVAC Systems offering. Seeks for Johnson Controls to become the preferred supplier of HVAC Commercial 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. 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. Achieves quarterly quotas and annual sales plans. Obtains and closes sales on a monthly basis.
PRINCIPAL DUTIES:
1. Builds partnering relationships with the assigned accounts to drive the penetration of the HVAC Commercial offerings. 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.
2. With assigned contractors, consistently performs 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 products towards the Johnson Controls offering. With assigned owner accounts, consistently drives favorable specification.
3. Leads or teams with colleagues on individual projects based on account assignments. Honors the credit split guidelines.
4. Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.
5. Keeps management informed of progress and account status. Leverages management with accounts, when and where appropriate.
6. Manages receivables balances in line with Johnson Controls objectives and policies.
7. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase penetration of accounts.
8. 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 BE organizations (ie: Solutions, Service, GWS, etc) to exceed customers' expectations. Owns and facilitates the customer relationship.
9. Assists in the development of the team sales and commercial equipment marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on account management and market strategies.
10. Participates in professional organizations.
Qualifications
* Bachelor's degree in business, engineering, or related discipline required. MBA preferred.
* A minimum of two (2) years of progressive field sales experience (HVAC Commercial Sales).
* Excellent initiative, and interpersonal communications skills.
* Demonstrated ability to influence the market at key levels.
* Ability to travel 50% in an assigned market.
* Minimum of 70% of time in outside sales pursuits.
Job
Sales
Primary Location
US-AL-Birmingham
Organization
Building Efficiency North America
Birmingham, AL
Birmingham, Alabama
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