Sys Sales Eng HVAC

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 EmployerUnder specific direction, responsible for the sale of HVAC Control Systems, equipment, and building automation to primary decision makers with contractors and consultants of new and renovated buildings. Builds and manages long term customer relationships/partnerships with mechanical contractors and MEP consultants.  Responsible for customer satisfaction.  Promote the JCI value proposition to contractors and consultants by providing technical solutions to the customer’s business and operational needs as well as demonstrating applicable technical knowledge. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying, and closing new sales opportunities.  Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts.  Obtain and close sales on a monthly basis. Seeks to expand the depth and breadth of offerings within that account. Principal Duties: With direction from the Systems Manager/Branch Manager, sells the JCI offerings persuasively, persistently and confidently to building owners at the D-level while reaching optimal profit levels. Focuses on design of new construction and renovation of existing buildings.  Manages ongoing projects particularly focusing on selling HVAC Control Systems, equipment, and building automation. Builds partnering relationships with the contractors and consultants responsible for the decision making process to drive the system sales of JCI offerings.  Actively listens, probes and identifies concerns.  Understands the customer's business and speak their language.  Learns to use demonstrated technical expertise to develop credibility, loyalty, trust and commitment. Seeks out, targets and initiates contact with multiple contractors and consultants. Keeps manager informed of changes in the marketplace.  Develops network of contacts.  Observes checkpoints in the sales process that is buyer driven such as bid documents.  Learns to demonstrate technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position JCI.  Under direction from the Systems Manager/Branch Manager, qualifies and assesses potential customers.  Refers leads to other business segments. Targets information and JCI contributions towards customer.  Addresses customer's operational and environmental objectives, needs and requirements.  Recommends solutions and links customer objectives to total value solution and competitive advantage.  Applies knowledge of competitor’s business strategies, control products and solutions to favorably differentiate JCI from them. Positively and credibly influences design and construction with contractors and consultants.  Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.  Verifies new proposals and bids with manager prior to customer presentation.  Effectively writes, presents and communicates bids. Negotiates value, addresses resistance with demonstrated and closes the sale.  Differentiates JCI as a total building environment supplier. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts.  Leverage JCI sales process to close sales quickly.  Manage the high activity of the pipeline in SMIS with a focus on bid documents, bid date, close of sale date. Solicits support from and communicate effectively with internal staff to ensure customer satisfaction.  Develops relationship with Solution and Service sales organization to exceed customers' expectations.  Keeps management informed of progress and account status.  Calls for assistance from manager to keep the sales process moving. Attends and presents at trade show.  Bachelor's degree in business, engineering, or related discipline required. MBA preferred.  A minimum of three years of progressive field sales experience.  Excellent initiative, and interpersonal communications skills.  Demonstrated ability to influence the market at key levels.  Ability to travel 50%.