Senior Account Executive - Energy Solutions

Organization: 
Johnson Controls

Johnson Controls is a $35 Billion multinational conglomerate with 120,000 employees in more than 2,000 locations across six continents. We are the industry leader in Building Products & Technologies, Integrated Solutions and Energy Storage. At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

Location in MN: 
Metro
Posting Date: 
12/12/18
Closing Date: 
02/10/19
Job Type: 
Full Time
Salary: 
Not stated
Hours: 
Full time
Primary Duties: 

Sells, 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.
Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.
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.
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.
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.
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.

Experience: 

Bachelor’s degree in business, engineering, or related discipline required.
A minimum of five to seven years of progressive field sales experience at the C-level.
Financial or HVAC experience preferred.
Excellent initiative, and interpersonal communications skills.
Demonstrated ability to influence the market at key levels.
Local travel 50%.
Virtual position.

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