Business Development Director; remote

About the Role

With a successful track record, this position is designated as being in line for promotional growth.

The Business Development Director – Energy Solutions is part of our Sustainable Infrastructure business at Johnson Controls.

We are seeking a seasoned professional with a proven track record of success selling infrastructure renewal programs across government and multifamily buildings facilities, which reduces energy costs, water loss and creates quality work environments for customers.

An individual who has a strong understanding of state and federal decision making and influencers, and an interest in emerging technologies and innovation.

Under general direction, the director is responsible for the sale of large, complex, bundled offerings to C‑Level decision makers.

• Lead ongoing discussions with Department of Energy, Housing and Urban Development, State Energy Offices, and other federal/state entities.
• Focus on demonstrating value at the executive level by providing solutions to business and financial challenges and working through gateways to achieve joint planning status.
• Sells, renews and expands renewable service agreements, including multi‑year agreements, to new and existing customers.
• Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision‑making process to drive the solution sales of JCI offerings.
• Manages ongoing sales process, develops relationships, responds to and anticipates customer needs, actively listens, probes and identifies concerns, and understands the customer's business.
• Demonstrates financial and business acumen to develop credibility, loyalty, trust, and commitment.
• Seeks out, targets and initiates contact with prospective customers, develops a network of contacts, and leverages sales process checkpoints to gain small trial closes and commitments.
• Qualifies and assesses potential customers, refers leads to other business segments.
• Addresses customer's financial, business, operational and environmental objectives, needs and requirements; recommends solutions that match the customer's challenges.
• Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.
• Maximizes assigned Project Development Engineering resources effectively and efficiently to ensure the customer and JCI receive maximum value.
• Engages appropriate sales support resources—including COE (construction management services), energy and operational engineering, and technical support—to support sales and project development.
• Effectively writes, presents and communicates proposals, secures major opportunities using financial agreements, negotiates value, addresses resistance, and closes the sale.
• Utilizes applicable sales tools (Salesforce, Account Management, Account Plan, and TAS) to plan and document progress and increase business opportunity.
• Leverages monthly checkpoints to gain progressive commitments from the customer and manages the pipeline with a focus on completing the Opportunity Action plan and meeting milestones.
• Leads the sales team by building and fostering relationships to ensure customer satisfaction, soliciting support from and communicating effectively with internal staff.
• Develops relationships with the Systems and Service sales organization to exceed customers’ expectations.
• Owns and facilitates the customer relationship, acts as the customer's advocate, sets expectations, and participates in final project inspection.
• Assists in developing team sales and marketing plans and strategies, implements strategies and action plans.
• Targets new customers based on vertical market strategies, enabling legislation and regulations.
• Keeps management informed of progress and account status, knowing when to call for assistance from upper management to keep the sales process moving.
• Attends and presents at trade shows and professional organizations.

• Bachelor’s degree in business or related discipline required.
• A minimum of five to seven years of progressive field sales experience at the C‑level.
• Proven sales record.
• Prefer experience selling…