HVAC Equipment Sales Engineer

What you will do

• Responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, and consulting engineers.
• Promote the Johnson Controls value proposition to the construction community by providing business and technical solutions.
• Build and manage long‑term customer relationships/partnerships with assigned accounts.
• Ensure customer satisfaction and loyalty in conjunction with operations partners.
• Responsible for renewable service agreements as a foundation of managed account relationships and assist in promoting and selling Building Controls offerings in collaboration with branch Controls sales team.
• Hybrid role that requires onsite presence in the Indianapolis, IN office and local travel; candidates must commute or be willing to relocate.
• Execute the sales process to cultivate and manage long‑term relationships and to seek out, qualify, and close new sales opportunities.
• Utilize applicable sales tools to plan and document progress and increase business opportunity in accounts.
• Seek to expand the depth and breadth of Johnson Controls offerings sold within assigned accounts with a focus on maximizing HVAC equipment sales.
• Actively participate as a member on select account teams on key and target owner accounts.
• May lead the account team on assigned target and key owner accounts where significant growth opportunities exist.
• Continuously develop sales skills and enhance knowledge of JCI product and service offerings.

• Sell Johnson Controls offerings persuasively, persistently and confidently to contractors, consultants and designers while reaching optimal profit levels.
• Manage multiple ongoing opportunities.
• In conjunction with construction events, sell, renew and expand renewable service agreements, including multi‑year agreements, to new and existing assigned customers.
• Build partnering relationships with the owner construction community responsible for the decision‑making process to drive the sale of Johnson Controls offerings.
• Actively listen, probe and identify concerns.
• Understand the customer's business cycle and create a customer base.
• Demonstrate technical and business expertise and maintain a high level of credibility.
• Gain loyalty, trust and commitment from the customer.
• Seek out, target and initiate contact with multiple prospective customers aligned with JCI strategy.
• Develop and maintain a network of industry contacts.
• Demonstrate evidence of advancing the sale.
• Share technical knowledge and business expertise with the customer to match the solution to the customer's operational need.
• Qualify and assess potential customers.
• Address customer's operational and environmental objectives, needs and requirements.
• Recommend solutions and link customer objectives to a total value solution and competitive advantage.
• Differentiated Johnson Controls services and products from competitors by applying creativity, ingenuity and innovation in a value‑added sales approach.
• Positively and credibly influence JCI strategies with the construction community.
• Frequently create competitive, high‑quality and timely estimates, proposals, and cost/benefit analysis.
• Effectively write and present proposals.
• Negotiate value, address resistance and close the sale.
• Differentiated Johnson Controls as a total building environment supplier.
• Leverage Johnson Controls sales process to close sales quickly.
• Manage the high activity of the pipeline in the managed CRM system with a focus on sales phase, close date and probability, as well as other pertinent information.
• Act as the customer's advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings.
• Set appropriate customer expectations on Johnson Controls offerings.
• Participate in final project inspection.
• Ensure that the customer is trained and oriented to system operation and the value of services delivered.

• Competitive base salary and commission program.
• Three weeks paid vacation in a calendar year; holidays; sick time; three PTO days in a calendar year.
• Comprehensive benefits package including 401(k), medical, dental, and vision care available day one.
• Extensive product…