Business Development Director; remote

Overview

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

• The Business Development Director - Energy Solutions position 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 results in reducing energy costs, water loss and creates quality work environments for our customers.
• An individual who has a strong understanding of State & Federal decision making and influencers and an interest in emerging technologies and innovation.
• Under general direction, responsible for the sale of large, complex, bundled offerings to C Level decision makers.
• 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 building owners. Responsible for customer satisfaction.
• Execute the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new opportunities.
• Utilize 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. Seek to expand the depth and breadth of offerings within that account.
• Select account team on key and target customers. Focused on vertical markets that include low-income and multifamily housing, assisted living facilities, and military housing.

• 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 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 customers.
• Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings. Manage ongoing sales process, develop relationships, respond to and anticipate customer needs. Actively listen, probe and identify concerns. Understand the customer's business and speak their language. Demonstrate financial and business acumen to develop credibility, loyalty, trust and commitment.
• Seek 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.
• Address the 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 using 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…