Account Executive - Sustainable Infrastructure

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 complex energy solutions, including performance contracts for public sector clients. Come join our successful team.

Under general direction, responsible for the sale of large, complex, bundled offerings with outcome guarantees to high potential customers at the D‑level and C‑level. Promote the JCI value proposition at the executive level by providing solutions to the customer’s business and financial challenges. Builds and manages long‑term customer relationships/partnerships with key and target facilities and finance personnel. Responsible for customer satisfaction.

Executes the sales process to aid in cultivating and managing long‑term relationships and in seeking, qualifying and closing new sales and guaranteed savings opportunities. Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer.

Seeks to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused in a vertical market.

• Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C‑level while reaching optimal profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status.
  
  Sells, renews and expands renewable service agreements, including multi‑year agreements, to both new and existing customer.

• 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 relationship, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer’s business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.

• Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining 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 business and financial 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. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc.

• Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.

• Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages the sales process steps of the pipeline with a focus on…