Senior Account Executive - Energy Solutions

What you will doThe Senior Account Executive Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a seasoned sales professional with a proven track record of success selling performance contracts for commercial buildings, which results in reducing energy costs for our customers. Come join our successful team.Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges. Builds and manages long term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Executes the sales process to aid in 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 foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused in a vertical market.How you will do itSells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. 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.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.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.Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges.Maximizes assigned Project Development Engineering resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources.Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements.Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts.Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff.Acts as the customer's advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings.Assists in the development of the team or Area Office Solution sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans.Keeps management informed of progress and account status.Attends and presents at trade show. Participates in professional organization.What we look forBachelor's degree in business, engineering, or related discipline required. MBA preferred. A minimum of five to seven years of progressive field sales experience at the C-level. Prefer someone with experience selling energy solutions performance contracts. Excellent initiative, and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability to travel 50%.Who we areJohnson 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.Salary Range: HIRING SALARY RANGE: $85,400 - $114,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Sales Commission Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package.

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