Account Executive Energy Solutions

Johnson Controls, Inc.
Rocky Hill
Oct 16, 2016
Oct 19, 2016
Employer Type
Direct Employer
Employment Type
Full Time
Job Description:

Undergeneral direction, responsible for the sale of large, complex, bundledofferings with guaranteed savings to high potential, solution sales customersat the C-level. Promote the JCI value proposition at the executive level(C-level) by providing solutions to the customer's business and financialchallenges. Builds and manages long term customer relationships/partnershipswith key and target building owners. Responsible for customer satisfaction. Executes the sales process to aidin cultivating and managing long-term relationships and in seeking out,qualifying and closing new sales and guaranteed savings opportunities.Positions renewable service agreements and guaranteed savings as the foundationof managed account relationships. Utilizes sales tools to plan and documentprogress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gainprogressive commitments from the customer. Seeks to expand the depth andbreadth of offerings within that account. Select account team on key and target customers. Focused in a verticalmarket.


1. Sells,with minimal supervision, the JCI offerings persuasively, persistently andconfidently to building owners and owner representatives at the C-level whilereaching optimal profit levels. Particularly focusing on selling performancecontracting while ensuring thatwe achieve maximize share of customers business. Focuses on demonstrating value at theexecutive level by providing solutions to business and financial challenges aswell as working through gateways to achieve joint planning status. Sells,renews and expands renewable service agreements, including multi-yearagreements, to both new and existing customer.

2. Buildspartnering relationships with the economic buyer, owner or ownerrepresentatives responsible for the decision making process to drive thesolution sales of JCI offerings. Manages ongoing sales process, developsrelationship, 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 todevelop credibility, loyalty, trust and commitment.

3. Seeksout, targets and initiates contact with prospective customers. Develops network of contacts. Understands andleverages sales process checkpoints as well as demonstrates evidence of gainingsmall trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.

4. Addressescustomer's financial, business, operational and environmental objectives, needsand requirements. Recommends solutionsthat match the customer's business and financial challenges. Differentiates JCIservices and products from competitors based on business benefits and knowledgeof competitor's business strategies.

5. Maximizesassigned Project Development Engineering resources effectively and efficiently.Ensures the customer and JCI receive maximum value from dedicated and assignedresources. Engages appropriate salessupport resources determined by the JCI sales and business process, includingCOE (construction management services), energy and operational engineering andtechnical support, financial and legal resources, etc.

6. Effectivelywrites, presents and communicates proposals. Secures major opportunities through the use of financialagreements. Negotiates value, addressesresistance when demonstrated, and closes the sale.

7. Utilizesapplicable sales tools effectively (SMIS, Account Management, Account Plan andTAS) to plan and document progress as well as increase business opportunity inaccounts. Leverages JCI sales processmonthly checkpoints to gain progressive commitments from the customer. Manages the sales process steps of thepipeline with a focus on completing the Opportunity Action plan and meeting themilestones in the customer's buying process.

8. Leadsthe sales team by building and fostering team relationships to ensure customersatisfaction. Solicits support from andcommunicates effectively with internal staff. Develops relationship with Systems and Service sales organization toexceed customers' expectations. Owns and facilitates the customer relationshipparticularly when selling Performance Contracting initiatives.

9. Actsas the customer's advocate in interactions with the JCI organization to ensurethe customer obtains the best value from the JCI offerings. Sets appropriate customer expectations on JCIproduct and service offerings. Participates in final project inspection. Ensures that the customer is trained andoriented to system operation or the value of services delivered.

10. Assists in thedevelopment of the team or Area Office Solution sales and marketing plans andstrategies. Aides in the implementationof these strategies and action plans. Targets new customers based on vertical market strategies.

11. Keeps managementinformed of progress and account status. Knows when to call for assistance from upper management to keep thesales process moving.

12. Attends andpresents at trade show. Participates inprofessional organizations.

Job Qualifications:

Bachelor's degree in business,engineering, or related discipline required. MBA preferred. A minimum of fiveto seven years of progressive field sales experience at the C-level. Excellent initiative, and interpersonalcommunications skills. Demonstratedability to influence the market at key levels. Ability to travel 50%.