What you will do
The Account Executive / Construction Project Executive is part of our Building Technologies & Solutions business at Johnson Controls. This newly created position will support our growing Connected Technologies (CT) business. Territory will include Boston, MA and south to South MA to CT and RI. This is a growing area with a lot of opportunity. Must live within the assigned territory.
Our Connected Technologies team is partnering with customers to create "smart buildings" and occupant experiences by designing and delivering the vision for the most up to date, state of the art and holistic technology solutions for commercial buildings. The focus is on the solutions, to integrate low voltage and wireless technology into new construction and renovation building projects. This includes HVAC, fire, security, controls, audio visual, nurse call systems, etc. Our projects have included designing Halo rooms on AV projects to give a 360 degree experience; 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. Will also partner with our field sales professionals selling equipment and services giving our customers opportunities to bundle multiple offerings.
Will sell these high level solutions to C-level executives, building owners, architects, engineers and general contractors on new construction projects in all vertical markets. Such markets include healthcare, airports, arenas, stadiums, university campuses, etc. These are large, complex construction projects to start creating the smart building infrastructure that will continue to grow over time. Therefore, we are looking for a seasoned account executive, construction project executive with a proven track record of success leading and driving these high level technology solutions conversations with executives while visualizing and communicating how it will all come together throughout the construction process.
We're looking for a seasoned solutions professional. A leader and strategic partner who can drive the process, think outside the box and bring successful results. How you will do it
Reporting to the Connected Technologies Sales Manager, will be responsible for the sale of integrated low voltage and wireless technology solutions to general contractors, engineers, architects, owners and consultants responsible for new construction and renovation building projects.
Promote the JCI value proposition to executive level contractors and consultants by providing comprehensive technology solutions for the customer's business and operational needs. Builds and manages long term customer relationships/partnerships with key and target building owners, general contractors and architectural and engineering principles.
Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities.
Manages ongoing sales process, responds to and anticipates customer needs. Focus on a few projects while managing one to two at a time.
Leverage monthly checkpoints to gain progressive commitments from the customer. Seek to expand the depth and breadth of offerings within that account. Select customer pursuit teams for major opportunities by combining members from outside Area and outside Systems team.
Uses JCI Sales process within the construction development process to position JCI as the 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 while offering bundled packages to our customers.
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.
Collaborate and partner with our internal Project Design Engineers. Communicate the vision of the project and work closely on specifications throughout the design phase. Engage the Design Engineers in meetings with customers to review specific technologies.
Keep open communication with all levels of management in Connected Technologies as well as Area Management team in Field Operations relating to business assessment, analysis, reviews. What we look for
Bachelor's degree in business, 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 minimumof three years of experience working in the building technologies industry. Construction industry knowledge is required. Must understand the construction process and potential challenges when discussing project solutions.
Prefer this individual to have Solution selling in one or more of these integrated low voltage technology competencies: Building Automation (BAS), Security, Fire, Audio Visual, Nursecall systems, Structured Cabling, Specialty Low Voltage/Communications Systems or other low voltage technologies.
Prefer to have existing, long term relationships developed with building owners, architects, consultants, and contractors to create new business opportunities within the construction market.
Demonstrated ability to assess building technology needs, design and present proposed turnkey solutions. Experience in the traditional plan & spec bid and/or design-build markets. Demonstrated ability to influence the market at key levels. Strong initiative and interpersonal communications skills.
We're looking for a seasoned solutions professional. A leader and strategic partner who can drive the process, think outside the box and bring successful results.
Travel within the assigned territory. What else you'll get
Supportive team environment and add to that a competitive salary, best in class benefits package starting on day 1, which includes medical, dental & vision, 401(k), tuition reimbursement, paid time off and career growth opportunities.
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.