What you will do
Under general direction, provides sales leadership to develop and secure sales in a dedicated market, such as solar and/or energy storage deals; PC, ESC, P3-Hybrid, CUP, etc, employing a variety of commercial models. Also responsible for strategy development to promote the value proposition at the C-level / decision maker of high potential client organizations in the targeted vertical markets and geographies by providing creative solutions to the customer's business and financial challenges. 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 sales progress as well as increase business opportunity in current accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings with established JCI accounts as well as develop whitespace account and serve as an account team member responsible for managing client relationships. Obtain and close sales on a monthly basis. Actively participates as a member of select account teams on key and target customer accounts. Drives an individual sales plan.
How you will do it
1.Sells, with minimal supervision, the specified vertical market, such as JCI solar and/or energy storage, offering persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status. Presents life cycle costing implications to customer with the objective of maximizing overall NPV for the contract term as opposed to first cost.
2.Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the solution sales of JCI offerings. Manages ongoing sales process, develops relationship, 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 to develop credibility, loyalty, trust and commitment.
3.Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.
4.Leads a team in the pursuit of RFQ/P introduced to the marketplace by targeted clients. Manages and is responsible for all aspects of the solicitation response including internal pre-bid reviews.
5.Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges. Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor's business strategies.
6.Maximizes assigned Solutions Development Leader resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources from the Performance Infrastructure and Distributed Energy Storage organizations for energy, operational engineering and lifecycle services as well as financial and legal resources, etc.
7.Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.
8.Utilizes applicable sales tools effectively (Salesforce - Open Globe, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process.
9.Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Builds a team that may include Financial Partners, outside Contractors, Consulting Engineering and other Design professionals with the intent of reviewing and influencing the procurement and to create the best response addressing the customer solution. Solicits support from and communicates effectively with internal staff including with branch Systems and Service organizations to exceed customers' expectations.
10.Acts as the customer's advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Sets appropriate customer expectations on JCI product and service offerings. Prepares and leads in the preparation of a Term Sheet and in final contract negotiations to best position JCI terms and mitigate risk issues.
11.Assists in market development by assisting with marketing plans and strategies of the solar and/or energy storage offering and expansion into adjacent new business opportunities for microgrid and enterprise optimization solutions. Targets new customers based on vertical market strategies.
12.Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
13.Assists in the development of the region and vertical market team and marketing plans and branch strategies. Aides in the implementation of these strategies and action plans. Mentors developing solutions sales people in the sales process and the creative application of Johnson Controls capabilities.
14.Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
15.Attends and presents at trade show. Participates in professional organizations and is recognized as a thought leader in the industry
What we look for
*Bachelor's degree in business, engineering, or related discipline required. MBA preferred.
*A minimum of ten years of sales experience in related industry or financial sales at the C-level, including three to five years of direct sales or sales management experience.
*Excellent initiative, and interpersonal communications skills. Demonstrated ability to influence the market at key levels.
*Ability to travel 30-40%.
*Accomplished strategic seller.
*Demonstrates a commitment to integrity and quality in business. Demonstrated ability to influence the market at key levels.
Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.