Account Executive I at Johnson Controls

Build your best future with the Johnson Controls team!

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What we offer:

• Paid vacation/holidays/sick time - 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Extensive product and on the job/cross training opportunities with outstanding resources
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy

What you will do:

Reporting within the Johnson Controls security business, directly to a Security Sales Manager, the Security Services Sales Account Executives main focus is to secure Planned Service Agreements with new and existing customers. This role serves as the subject matter expert for video services and digital services, including proactive health, and more.

The job responsibility for this position is two-fold. One, to reactivate, add-on, make minor modifications to out-of-service locations. Resales represent a critical need for JCI. Not only do Resales help us recapture valuable recurring revenue, but they also bring us new JCI customers that are a great source for selling additional services. Two, to sell our complete services portfolio to new and existing customers.

Our goal is to drive impactful activities, results, and improve attach rates.

Primary responsibility will be to work daily with district sales leaders (CSMs) in managing the stated metrics (both leading and lagging indicators), utilizing all available dashboards and tools.

How you will do it:

• There are many ways to efficiently influence a territory and aggressively manage the out-of-service locations. Each territory has numerous JCI resale/service opportunities. Finding opportunities:
• Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, PowerBI RIF List
• Field and phone blitzes
• Networking with Centers of Influence, like property managers
• Face-to-face marketing in a given area
• Follow the SPIN Selling Sales Call Process, assuring the customer understands our value proposition
• Sell services and upsell products within the assigned territory to existing customers, new customers, as well as customers who have a previously discontinued JCI system, while maintaining assigned sales and service quota and following established guidelines
• Target and grow existing customers with low service penetration e.g.
• With one service
• With no service attached
• Market and introduce JCI digital services to existing customers and new prospects
• Target non JCI customers to add services or take over existing service contracts
• Identify prospects by using creative lead-generating techniques, including data mining, leveraging the PowerBI RIF Database
• Add-on, amend, convert existing customer systems to meet the customers’ expectations
• Utilize approved marketing materials to present sales presentation and proposal to prospects, identifying the benefits and advantages of our products and services over those of the competition
• Adhere to current JCI policies, procedures, products, programs and services
• Follow up with prospects
• Prepare final contract for signature
• Process work order and complete all paperwork in accordance with approved and standardized procedures
• Post-installation follow-up by contacting customers, ensuring commitments were met
• Maintain customer retention

What we look for:

Required

• Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizations
• Ability to work a full-time schedule
• Available for local travel

Preferred

• College degree and/or technical degree or equivalent.
• Minimum of 2 years’ experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota.

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