Johnson Controls
Security Service Account Executive
Johnson Controls, West Chester, Ohio, us, 45071
What you will doReporting within the Johnson Controls security business, directly to a Security Sales Manager, this role’s 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 itThere 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, Power BI RIF ListField and phone blitzesNetworking with Centers of Influence, like property managersFace-to-face marketing in a given areaFollow the SPIN Selling Sales Call Process, assuring the customer understands our value propositionSell 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 guidelinesTarget and grow existing customers with low service penetration e.g.With one serviceWith no service attachedMarket and introduce JCI digital services to existing customers and new prospectsUtilize 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 competitionTarget non JCI customers to add services or take over existing service contractsIdentify prospects by using creative lead-generating techniques, including data mining, leveraging the Power BI RIF DatabaseAdd-on, amend, convert existing customer systems to meet the customers’ expectationsAdhere to current JCI policies, procedures, products, programs and servicesFollow up with prospectsPrepare final contract for signatureProcess work order and complete all paperwork in accordance with approved and standardized proceduresPost-installation follow-up by contacting customers, ensuring commitments were metMaintain customer retention
What we look forRequired:High school degree or equivalent required.Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizationsAbility to work a full-time scheduleAvailable for local travel
Preferred:College degree preferred.Minimum of two 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.
#SalesHiring
Security Service Account Executive at Johnson Controls summary:The Security Service Account Executive is responsible for securing Planned Service Agreements with new and existing customers while serving as a subject matter expert for video and digital services. This role entails reactivating and adding service contracts, targeting low-penetration customers, and actively driving sales through strategic outreach and networking techniques. The position demands excellent communication and presentation skills, as well as a proven track record in sales, particularly in the technology and security sectors.
Keywords:Security, Sales Executive, Planned Service Agreements, Video Services, Digital Services, Customer Retention, Quota Achievement, Lead Generation, Networking, Service Contracts
How you will do itThere 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, Power BI RIF ListField and phone blitzesNetworking with Centers of Influence, like property managersFace-to-face marketing in a given areaFollow the SPIN Selling Sales Call Process, assuring the customer understands our value propositionSell 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 guidelinesTarget and grow existing customers with low service penetration e.g.With one serviceWith no service attachedMarket and introduce JCI digital services to existing customers and new prospectsUtilize 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 competitionTarget non JCI customers to add services or take over existing service contractsIdentify prospects by using creative lead-generating techniques, including data mining, leveraging the Power BI RIF DatabaseAdd-on, amend, convert existing customer systems to meet the customers’ expectationsAdhere to current JCI policies, procedures, products, programs and servicesFollow up with prospectsPrepare final contract for signatureProcess work order and complete all paperwork in accordance with approved and standardized proceduresPost-installation follow-up by contacting customers, ensuring commitments were metMaintain customer retention
What we look forRequired:High school degree or equivalent required.Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizationsAbility to work a full-time scheduleAvailable for local travel
Preferred:College degree preferred.Minimum of two 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.
#SalesHiring
Security Service Account Executive at Johnson Controls summary:The Security Service Account Executive is responsible for securing Planned Service Agreements with new and existing customers while serving as a subject matter expert for video and digital services. This role entails reactivating and adding service contracts, targeting low-penetration customers, and actively driving sales through strategic outreach and networking techniques. The position demands excellent communication and presentation skills, as well as a proven track record in sales, particularly in the technology and security sectors.
Keywords:Security, Sales Executive, Planned Service Agreements, Video Services, Digital Services, Customer Retention, Quota Achievement, Lead Generation, Networking, Service Contracts