Senior Account Executive - Sustainable Infrastructure

Senior Account Executive - Sustainable Infrastructure

Join to apply for the Senior Account Executive - Sustainable Infrastructure role at Johnson Controls
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Base pay range: $/yr - $/yr.

• Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level.
• Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer’s business and financial challenges.
• Build and manage long‑term customer relationships/partnerships with key and target building owners.
• Execute the sales process to cultivate and manage long‑term relationships, seeking out, qualifying and closing 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.
• Seek to expand the depth and breadth of offerings within that account.
• Select account team on key and target customers; focus on a vertical market.
• Sells the JCI offerings with minimal supervision, persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels.
• Focus on selling performance contracting while ensuring maximum share of customer business.
• Demonstrate 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 both new and existing customers.
• Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision‑making process to drive solution sales of JCI offerings.
• Manage ongoing sales process, develop relationship, 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, target and initiate contact with prospective customers; develop a network of contacts.
• Qualify and assess potential customers; refer leads to other business segments.
• Address customer's financial, business, operational and environmental objectives, needs and requirements.
• Recommend solutions that match the customer’s business and financial challenges; differentiate JCI services and products from competitors.
• Maximize assigned Project Development Engineering resources effectively and efficiently.
• Ensure customer and JCI receive maximum value from dedicated and assigned resources.
• Engage appropriate sales support resources determined by the JCI sales and business process.
• Effectively write, present and communicate proposals; secure major opportunities through the use of financial agreements.
• Negotiate value, address resistance, and close the sale.
• Utilize applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress and increase business opportunity in accounts.
• Leverage JCI sales process monthly checkpoints to gain progressive commitments from the customer.
• Lead the sales team by building and fostering team relationships to ensure customer satisfaction.
• Solicit support from and communicate effectively with internal staff.
• Develop relationship with Systems and Service sales organization to exceed customers' expectations.
• Own and facilitate the customer relationship particularly when selling Performance Contracting initiatives.
• Act as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings.
• Set appropriate customer expectations on JCI product and service offerings.
• Participate in final project inspection; ensure customer is trained and oriented to system operation or the value of services delivered.
• Assist in development of the team or Area Office Solution sales and…