What you will do
Under general direction, responsible for growing products sales volume and meeting set sales plans and objectives through the Systems & Services North America (SSNA) channel. Sells the complete Johnson Controls product portfolio, with a focus on the Metasys building automation system. Uses and promotes the use of the sales process to aide in cultivating and managing long term relationships and in seeking out new sales opportunities. Represents product and technology offerings during the sales process to the SSNA channel and end customer. Works with channel to deploy new product offerings and ensures they are informed and trained on the products, features, value proposition, and pricing. Operates with the highest business ethics and integrity.External/Internal Relationships:
The Account Manager is responsible for delivering the products revenue and margin plans for assigned BSNA channel accounts. In their role, the Account Manager will need to establish and sustain important internal/external relationships in the following ways:
Selling, supporting and servicing customers within their assigned accounts to drive products revenue and margin results and provides customer support on JCI s Building Control products, features, value propositions, pricing and collateral material.
Responsible for top-line growth of revenue and margin within their assigned accounts. Supports BSNA channel in meeting growth objectives around gross margin and segment income by analyzing the market and current business performance.
Provides accurate and timely forecasting of monthly sales and the corresponding allocation of any needed sales support resources
Works with Channel Sales Manager to develop annual volume and growth objectives for assigned accounts
Actively involved in regional or local industry associations (ASHRAE, HARDI, ARI, CGNA, etc.) and actively participates in trade shows/events as needed.
Works with Product Management and Engineering organization to provide feedback for product and feature enhancements and customer requirements. Provides competitive analysis of local marketplace and obtains assistance for technical expertise, sales assistance and market development activities. How you will do it
1.Partnering with key and targeted customers to reach optimal sales levels.
2.Recommends product solutions and links to customer objectives to total value solution and competitive advantage.
3.Differentiates and leverages Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls.
4.Creates partnering opportunities with the principles responsible for the decision making process.
5.Actively listens, probes and identifies concerns.
6.Understands customer's business and speaks their language.
7.Develops credibility, loyalty, trust and commitment.
8.Manages ongoing sales process and responds to and anticipates customer needs.
9.Involved in the development and execution of account sales.
10.Responsible for meeting assigned product sales goals and objectives.
11.Using Johnson Controls account management principles and Playbook with assigned accounts, conducts quarterly strategic account review sessions, Ensures that the customer fully understands and executes appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives identified.
12.Key stakeholders (Branch GM, Sales Management, Account Executives, Project Managers (PM), Lead System Specialist (LSS), Systems Operation Specialist (SOS), etc.)
13.Major project teaming and support, pre-bid strategy, scope review, expansion of offerings,
14.Price and Margin management
15.Equipment, systems and applications knowledge
16.Familiarity of construction site and Johnson Controls safety policies
17.Driving subscription strategy and renewal with assigned customers
18.Continuous training and education efforts, throughout organization. Understanding of who is new to a position, and engaging.
19.Ability to interpret and influence specifications at the point of influence (consulting engineering, mechanical contractor or owner)What we look forRequired
Bachelor's degree in Engineering, Business, or equivalent sales and technical experience.
Minimum of eight year s progressive, direct sales experience, in the HVAC/Controls industry.
Able to relate to people at all levels, communicating both on a technical and non-technical basis. MBA is preferred.
Demonstrated exceptional interpersonal, verbal and written communication skills.
Possesses excellent presentation skills and proficiency at making one on one and group presentations.
Able to travel a minimum of 50%.
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