Channel Account Sales, HVACR & BAS

About us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

The Channel Account Sales, HVACR & BAS at Johnson Controls is entrusted with achieving designated sales targets within their territory by fostering robust partnerships with key clients. This role focuses on recommending customized product solutions that align with customer goals, thereby delivering a competitive edge through Johnson Controls' differentiated offerings. The role requires active engagement with decision-makers to strengthen relationships, attentiveness to customer concerns, and an in-depth understanding of the HVACR and BAS industries.

Responsibilities include managing sales processes, marketing Johnson Controls' products, conducting strategic account reviews, and ensuring customer satisfaction through tailored solutions. Additionally, the role encompasses pricing, margin management, creating demand via collaborative engagements with contractors and engineers, and participating in ongoing training and promotional initiatives.

• Achieve assigned product sales goals and objectives within the territory by partnering effectively with key and targeted customers.
• Recommend product solutions that connect customer goals with a total value approach, emphasizing the competitive advantage of Johnson Controls' offerings.
• Differentiate and leverage Johnson Controls' product offerings from competitors based on the comprehensive benefits of engaging with Johnson Controls.
• Create opportunities with decision-makers, ensuring a collaborative relationship built on trust and mutual understanding.
• Actively listen, probe, and address customer concerns to ensure their needs are effectively met.
• Develop a strong understanding of customers' businesses and the broader HVACR and BAS industries.
• Earn credibility, loyalty, and trust to become the expert advisor and partner customers rely on.
• Manage and streamline the ongoing sales process, responding proactively to customer needs and ensuring high levels of satisfaction.
• Market Johnson Controls' products, programs, and tools effectively to target audiences.
• Conduct quarterly strategic account review sessions, ensuring clients understand and execute agreed sales plans to achieve objectives.
• Strengthen relationships with all key stakeholders, including owners, branch managers, engineers, and sales teams.
• Oversee pricing and margin realization to optimize profitability.
• Promote Johnson Controls' products through trade shows and promotional events, maximizing exposure and demand.
• Generate demand by collaborating with contractors, consulting engineers, and owners through joint calls and engagements.
• Participate in continuous education and training initiatives to enhance organizational knowledge and effectiveness.

• Bachelor's degree in Engineering, Business, or equivalent sales and technical experience.
• Minimum of eight years' progressive, direct sales experience in the HVAC/R and BAS industry.
• Technical proficiency around BAS Product features, benefits, and applications.
• Able to relate to people at all levels, communicating both on a technical and non-technical basis.
• Demonstrated exceptional interpersonal, verbal and written communication skills.
• Possesses excellent presentation skills and ability at making one on one and group presentations.
• Able to travel a minimum of 50%.

Salary Range: HIRING SALARY RANGE: $87, (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with…