Account Executive - Sustainable Infrastructure
Johnson Controls, Rancho Cordova, California, us, 95741
Overview
What You Will Do
The Account Executive Energy Solutions 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 for commercial buildings, which results in reducing energy costs for our customers. Come join our successful team. The Account Executive Energy Solutions 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 for commercial buildings, which results in reducing energy costs for our customers. This role involves selling large, complex, bundled offerings with guaranteed savings to high-potential customers at the C-level, promoting the JCI value proposition, building long-term customer relationships, and managing the sales process from qualification to close. Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress and increase opportunities. Leverages monthly checkpoints to secure progressive commitments and aims to expand offerings within the account. Selects the account team for key and target customers in a focused vertical market.
Responsibilities
Sells, with minimal supervision, JCI offerings persuasively to building owners and owner representatives at the C-level, focusing on performance contracting and maximizing share of customer business. Builds partnering relationships with the economic buyer and manages the ongoing sales process, develops relationships, responds to and anticipates customer needs, and demonstrates financial and business acumen to establish credibility and commitment. Seeks out, targets, and initiates contact with prospective customers; develops a network of contacts; qualifies and assesses potential customers; refers leads to other business segments. Addresses customer objectives, needs, and requirements; recommends solutions that match business and financial challenges; differentiates JCI services based on business benefits. Maximizes assigned Project Development Engineering resources and engages appropriate sales support resources to deliver value to the customer and JCI. Effectively writes, presents, and communicates proposals; negotiates value, addresses resistance, and closes the sale. Utilizes sales tools (Salesforce, Account Management, Account Plan, TAS) to plan and document progress and increase opportunities; manages the sales process steps and milestones in the customer’s buying process. Leads the sales team to ensure customer satisfaction; collaborates with internal staff and Systems and Service sales organizations; owns and facilitates the customer relationship when selling Performance Contracting initiatives. Acts as the customer’s advocate within JCI to ensure maximum value from offerings and sets appropriate expectations; participates in final project inspections and ensures customer training and system operation orientation. Assists in developing team or Area Office Solution sales and marketing plans; targets new customers based on vertical market strategies. Keeps management informed of progress and account status; escalates to upper management as needed to maintain momentum. Attends and presents at trade shows; participates in professional organizations.
What We Look For
Bachelor’s degree
in business, engineering, or related discipline required. Familiarity with the operations and funding of K-12 School construction. 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%.
Who We Are
Johnson 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 . Salary Range : HIRING SALARY RANGE: $97,400 - $146,300 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the
About Us
tab on the
Johnson Controls Careers site
at
https://jobs.johnsoncontrols.com/about-us
#J-18808-Ljbffr
What You Will Do
The Account Executive Energy Solutions 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 for commercial buildings, which results in reducing energy costs for our customers. Come join our successful team. The Account Executive Energy Solutions 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 for commercial buildings, which results in reducing energy costs for our customers. This role involves selling large, complex, bundled offerings with guaranteed savings to high-potential customers at the C-level, promoting the JCI value proposition, building long-term customer relationships, and managing the sales process from qualification to close. Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress and increase opportunities. Leverages monthly checkpoints to secure progressive commitments and aims to expand offerings within the account. Selects the account team for key and target customers in a focused vertical market.
Responsibilities
Sells, with minimal supervision, JCI offerings persuasively to building owners and owner representatives at the C-level, focusing on performance contracting and maximizing share of customer business. Builds partnering relationships with the economic buyer and manages the ongoing sales process, develops relationships, responds to and anticipates customer needs, and demonstrates financial and business acumen to establish credibility and commitment. Seeks out, targets, and initiates contact with prospective customers; develops a network of contacts; qualifies and assesses potential customers; refers leads to other business segments. Addresses customer objectives, needs, and requirements; recommends solutions that match business and financial challenges; differentiates JCI services based on business benefits. Maximizes assigned Project Development Engineering resources and engages appropriate sales support resources to deliver value to the customer and JCI. Effectively writes, presents, and communicates proposals; negotiates value, addresses resistance, and closes the sale. Utilizes sales tools (Salesforce, Account Management, Account Plan, TAS) to plan and document progress and increase opportunities; manages the sales process steps and milestones in the customer’s buying process. Leads the sales team to ensure customer satisfaction; collaborates with internal staff and Systems and Service sales organizations; owns and facilitates the customer relationship when selling Performance Contracting initiatives. Acts as the customer’s advocate within JCI to ensure maximum value from offerings and sets appropriate expectations; participates in final project inspections and ensures customer training and system operation orientation. Assists in developing team or Area Office Solution sales and marketing plans; targets new customers based on vertical market strategies. Keeps management informed of progress and account status; escalates to upper management as needed to maintain momentum. Attends and presents at trade shows; participates in professional organizations.
What We Look For
Bachelor’s degree
in business, engineering, or related discipline required. Familiarity with the operations and funding of K-12 School construction. 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%.
Who We Are
Johnson 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 . Salary Range : HIRING SALARY RANGE: $97,400 - $146,300 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the
About Us
tab on the
Johnson Controls Careers site
at
https://jobs.johnsoncontrols.com/about-us
#J-18808-Ljbffr