Associate Account Executive - Sustainable Infrastructure

What you will do

• Responsible for the sale of large, complex bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.
• Promote JCI value proposition at the executive level by providing solutions to customer’s business and financial challenges.
• Build and manage long‑term customer relationships/partnerships with key building owners.
• Execute the sales process to cultivate and manage long‑term relationships and qualify and close new sales and guaranteed savings opportunities.
• Position renewable service agreements and guaranteed savings as the foundation of managed account relationships.
• Utilize sales tools to plan and document progress and increase business opportunity in accounts.
• Leverage monthly checkpoints to gain progressive commitments from the customer and expand offerings within the account.
• Select account team for key and target customers.
• Focus on a vertical market.

• Sells JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
• Focus on selling performance contracting and maximizing share of customers’ business.
• Demonstrate value at the executive level and work through gateways to achieve joint planning status.
• Sells, renews, and expands renewable service agreements, including multi‑year agreements, to new and existing customers.
• Build partnering relationships with economic buyers and owner representatives responsible for decision making.
• Manage the sales process, develop relationships, and respond to and anticipate customer needs.
• Listen, probe, and identify concerns; understand the customer’s business and speak their language.
• Demonstrate financial and business acumen to build credibility, loyalty, trust, and commitment.
• Seek out, target, and initiate contact with prospective customers and develop a network of contacts.
• Understand and leverage sales process checkpoints, gaining small trial closes and commitments.
• Qualify and assess potential customers; refer leads to other business segments where appropriate.
• Address customer's financial, business, operational, and environmental objectives, recommending matching solutions.
• Differentiates JCI services from competitors based on business benefits.
• Maximize assigned Project Development Engineering resources and engage appropriate sales support resources.
• Effectively write, present, and communicate proposals; secure major opportunities through financial agreements.
• Negotiate value, address resistance, and close the sale.
• Use sales tools such as Salesforce, Account Management, and TAS to plan and document progress.
• Leverage monthly checkpoints to gain commitments; manage pipeline steps and meet milestones in the buying process.
• Lead the sales team, fostering relationships to ensure customer satisfaction; solicit internal support.
• Develop relationships with Systems and Service sales organization to exceed customer expectations.
• Own and facilitate customer relationships, acting as advocate to ensure best value from JCI offerings.
• Set appropriate customer expectations on product and service offerings and participate in final project inspection.
• Ensure customers are trained on system operation or service value; assist in developing area office solution sales plans.
• Target new customers based on vertical market strategies; keep management informed of progress.
• Call for assistance from upper management when necessary; attend and present at trade shows and professional organizations.

• Bachelor’s degree in business, engineering, or related discipline; MBA preferred.
• 5–7 years of progressive field sales experience at the C‑level.
• Experience selling energy solutions performance contracts preferred.
• Excellent initiative, interpersonal communication, and ability to influence key market leaders.
• Ability to travel 50% of the time.

Salary range: $86,000 – $107,500, plus a competitive sales incentive plan based on volume and margin on a project, quarterly, and annual basis. Includes a comprehensive benefits package.

Johnson Controls is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, disability, or any other characteristic protected by law.