Sys Account Exec HVAC 580

Johnson Controls is a world-class employer where ingenuity and excellence are welcome. As a diversified, industrial growth company, we have achieved increased sales for 61 consecutive years. And we do everything possible to value, challenge and reward our employees. Our people enjoy working for a successful company that offers leadership development from within, a commitment to diversity and inclusion, competitive salaries and benefits – and more. At Johnson Controls, you’ll be challenged to innovate and encouraged to apply your talent and knowledge. And you will be well-rewarded for delivering results.A U.S. Fortune 70 company, Johnson Controls is a global leader in creating smart environments, and bringing ingenuity to the places where people live, work and travel. We design and produce automotive interiors that help make the driving experience more comfortable, safe and enjoyable. Products and services from Johnson Controls also enhance the comfort, safety and energy-efficiency of buildings. We also are the world’s leading supplier of batteries used in automobiles, including conventional cars and trucks, as well as hybrid-electric vehicles. Johnson Controls has been recognized consistently as one of the world’s best-managed companies. Editors at Forbes magazine recently had this to say about our company: “Johnson Controls’ growth and profitability qualify it squarely for our list of the best-managed companies in the United States.”The global Johnson Controls community includes more than 140,000 employees in 75 countries and six continents. Enabling our people to develop, succeed and excel – and ensuring their health, safety and well-being – are critically important to us. We value teamwork, integrity and diversity. And we welcome anyone who shares our commitment to ingenuity and excellence.EOE/AA Employer RESPONSIBILITY LEVEL:Under general direction, develops long-term customer relationships with assigned accounts such ascontractors, consulting engineers or owners. Maximizes account penetration of assigned accountsby serving the full spectrum of needs of the accounts with the full spectrum of the HVAC Systemsoffering, including Controls and Equipment. Seeks for Johnson Controls to become the preferredsupplier of HVAC equipment and controls of the assigned accounts ("last look" with contractors,"default spec" with consulting engineers, "trusted advisor" with account owners. Ensures customerretention of assigned accounts. Partners with other sales representatives and/or agents to maximizeprofit generation from accounts through influence on specifications (owners, consulting engineers)and market pricing (contractors). Utilizes sales tools to plan and document progress as well asincrease business opportunity in accounts. Achieves quarterly quotas and annual sales plans.Obtains and closes sales on a monthly basis.PRINCIPAL DUTIES:1. Builds partnering relationships with the assigned accounts to drive the penetration of theHVAC Systems offering. Maintains frequent face-to-face contact with the customers whomost directly influence penetration. Actively listens, probes and identifies concerns.Addresses concerns and performance lapses. Understands the customer's business andspeaks their language. Develops credibility, loyalty, trust and commitment.2. With assigned contractors, consistently performs take-offs and bids the full spectrum ofprojects with the full spectrum of Johnson Controls offerings. With assigned consultingengineers, consistently drives specifications of the full spectrum of products towards theJohnson Controls offering. With assigned owner accounts, consistently drives favorablespecification.3. Leads or teams with colleagues on individual projects based on account assignments.Honors the credit split guidelines.4. Develops relationships with internal operations and administrative staff to ensure customersatisfaction, and effectively and efficiently address issues.5. Keeps management informed of progress and account status. Leverages management withaccounts, when and where appropriate.6. Manages receivables balances in line with Johnson Controls objectives and policies.7. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan andTAS) to plan and document progress as well as increase penetration of accounts.8. Leads the sales team by building and fostering team relationships to ensure customersatisfaction. Solicits support from and communicates effectively with internal staff.Develops relationship with Solution and Service sales organization to exceed customers'expectations. Owns and facilitates the customer relationship.9. Assists in the development of the team sales and marketing plans and strategies. Aides in theimplementation of these strategies and action plans. Targets new customers based onaccount management and market strategies.10. Participates in professional organizations. REQUIREMENTS:Bachelor’s degree in business, engineering, or related discipline required. MBA preferred. Aminimum of five years of progressive field sales experience. Excellent initiative, andinterpersonal communications skills. Demonstrated ability to influence the market at key levels.Ability to travel 50%.