Johnson Controls, Inc.
Capitol Heights, MD, United States
Construction, Sales, Architecture, Engineering, Manager, Account Management
Account Executive, Building Automation Systems','WD30072104140','!*!What you will do Johnson Controls, Inc. (JCI) is poised to be the leading Internet Of Things (IOT) company in the world. The Connected Technologies Account Executive position is part of our Building Wide Systems Integration (BWSI) solutions business, which has been recently rebranded to Johnson Controls Connected Technologies business unit. Our Connected Technologies Division is JCI’s lead in the built IOT environment. With the growth and explosion of connected devices/IOT this business is growing so fast we're adding positions to our teams throughout the US. We are helping our customers create state of the art smart buildings and occupant experiences by delivering and designing the vision for the most up to date and holistic technology solutions for buildings. We design Halo rooms in our AV projects to get 360 degree experience, we're adding technology in stadiums and arenas to provide the ultimate fan experience while driving revenue and designing state of the art smart patient rooms in hospitals to improve patient experience and patient care. This person will sell these high level solutions to C-level execs, decision makers, owners, architects, engineers and general contractors. Prefer this individual to have Solution selling in one or more of these integrated low voltage technology competencies: Building Automation (BAS), Security, Fire, IT, AV or other low voltage technologies. The territory is the Washington DC / Northern VA Market. How you will do itSells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners at the C-level while reaching optimal profit levels. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Focus on a few projects while managing one to two at a time. Particularly focusing on selling HVAC Control Systems. Equipment, and building automation technology. Builds partnering relationships with the owner or owner representatives responsible for the decision making process to drive the system technology sales of JCI offerings. Actively listens, probes and identifies concerns. Understands the customer's business and speak their language. Seeks out, targets and initiates contact with multiple contractors and consultants responsible for the decision making of systems purchases in new and renovated buildings. Develops network of contacts.Uses JCI Sales process within the construction development process to position JCI as only responsible and responsive provider. Demonstrates technical knowledge and a solution that matches the customer’s project challenge to provide value to the customer and favorably position JCI. Qualifies and assesses potential customers. Refers leads to other business segments. Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Applies knowledge of competitor’s business strategies, control products and solutions to favorably differentiate JCI from them. Positively and credibly influences design and construction with contractors and consultants. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Effectively writes, presents and communicates bids. Negotiates value, addresses resistance when demonstrated and closes the sale. Differentiates JCI as a total building environment supplier. Utilizes applicable sales tools effectively (SMIS, Account Management plan and website, Account Plan and TAS) to plan, communicates and documents progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages process steps of the pipeline in SMIS with a focus on next steps, action items and milestone dates. Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationship with Solutions and Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship. Assists in the development of the team or Area Office Systems sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies. ','!*!What we look for Required• Bachelor’s degree in engineering, architecture, construction management or business, or equivalent experience. MBA is a plus.• A minimum of five to seven years of progressive field sales experience at the C-level. • A minimum of 3 years’ experience working in the building technologies or construction industry. Construction industry knowledge is a must have.• Excellent initiative, and interpersonal communications skills. Demonstrated ability to cold call on owners, architects, consultants, and contractors to create new business opportunities within the construction market. • Demonstrated ability to assess building technology’s needs, design and present a proposed turnkey security solutions to owners, architects, and security consultants. Experience in the traditional plan & spec bid and/or design-build markets Demonstrated ability to influence the market at key levels. • Ability to travel up to 50%. Preferred• The ideal candidate will be an expert in the construction process of buildings. Will be an expert in at least one low voltage building technology if not multiple (BAS, Fire, Security, IT, AV, Nurse Call, Structured Cabling, specialty low voltage/communications systems). • The ideal candidate will have existing relationships in the construction market – building owners, general contractors, mechanical contractors, electrical contractors, MEP consultants, Technology Consultants. • The ideal candidate will be aggressive, have outstanding people and strategic selling skills. Ideal candidate is a leader of people. Johnson Controls International plc. 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, genetic information, 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/careers. ','Sales & Marketing','US-MD-Capitol Heights','','Bldg Technologies & Solutions','Exempt','Exempt','Account Executive, Building Automation Systems
Johnson Controls, Inc.
Website : http://www.johnsoncontrols.com