Account Executive, Complex Security & Fire

Who we are

Johnson Controls is a global leader in the design, manufacture, installation, and service of a comprehensive array of networked and integrated fire alarm, sprinkler monitoring, security, and video management systems. Our continued success and growth have produced a need for a Complex Fire & Security Services Account Executive. The Account Exec will work within an assigned geographic regional territory, working with each branch office within the territory. You will team up with sales and operations professionals within the region and have a daily working relationship with these and other professionals. The use of sales tools to plan and document sales progress as well as to increase business opportunities with new and current accounts. Expectations are that you will obtain and close business to meet an assigned monthly quota.

How you will do it

Under specific direction is responsible for the sale of Johnson Controls service offerings to owners, primarily at the Director level. Promote the Johnson Controls value proposition to building owners by providing technical solutions and operational expertise. Build and manage long term customer relationships/partnerships with target and managed accounts. Responsible for customer satisfaction. Selling Security and Integrated Systems to the construction industry. Executes the sales process to cultivate and manage long-term relationships and seeking out, qualifying and closing new sales opportunities. Obtain and close sales on a monthly basis. Seeks to expand the depth and breadth of Johnson Controls offerings within an account.
Builds partnering relationships with the assigned accounts to drive the penetration of the Security and Integrated Systems and Services offering.

Maintains frequent face-to-face contact with the customers who most directly influence penetration. Actively listens, probes and identifies concerns. Addresses concerns and performance lapses. Understands the customer's business and speaks their language. Develops credibility, loyalty, trust and commitment.

With assigned contractors, makes take-offs and bids the full spectrum of projects with the full spectrum of JCI offerings. With assigned consulting engineers, drives specifications of the full spectrum of projects towards the JCI offering. With assigned owner accounts, drives favorable specification.

Keeps management informed of progress and account status. Calls for assistance from manager to keep the sales process moving.

Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position Johnson Controls.

Under direction, qualifies and assesses potential customers. Teams with colleagues on individual projects based on account assignments. Honors the credit split guidelines and refers leads to other business segments.

Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.

What we look for

Required:

2-3 previous progressive sales roles in Electronic Security or HVAC selling PSA's. Knowledge and experience in SalesForce. Interacting with mid to high management customers representatives.

Preferred:

Knowledge of Building Fire, Security or HVAC Systems

• Aptitude for technical knowledge with high level of attention to detail
• Professional presentation skills in both individual and group communications.
• Selling of "service" and intangibles
• Exposure to sales methodologies, standards, and disciplines.
• Bonusfor knowledge of SalesForce, NxGen or Atlas CMR Software Systems
• Knowledge of Building Electronic Security and Fire & Sprinkler Systems
• College Degree or Sales Training

Position Qualifications:

• Must have excellent communication skills and have the ability to close sales.
• Ability to handle a variety of situations encountered during sales process.
• Must be able to work with minimal supervision.
• Bachelor's Degree in a technical or business discipline or equivalent experience.
• One to three years of sales experience in a related business with a proven successful record of accomplishment that is verifiable.
• Excellent communication skills; must have the ability to persuade and close sales and have the ability to handle a variety of situations encountered during sales process and disciplined to work with limited supervision.

Salary Range: HIRING SALARY RANGE: $80,900-$110K (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the Employee Benefits tab on our main careers page at https://www.johnsoncontrols.com/careers