Account Manager - Industrial Refrigeration

Johnson Controls International; Dubai; On-site; AED 450,000 - 600,000; Full time

Job summary

Johnson Controls, Inc. is seeking an Account Manager - Industrial Refrigeration, F&B in Dubai to develop and execute a sales plan, acquire major accounts, and maintain client relationships for the food and beverages refrigeration market.

You will promote our full range of industrial refrigeration solutions and work across Sales, Engineering and Operations to achieve bookings and margins. The role requires strong communication, negotiation skills, and a strategic, customer-focused approach, with

Qualifications

• Bachelor's degree in Mechanical Engineering or equivalent.
• 10–12 years of relevant sales experience in industrial refrigeration.
• Experience in Food & Beverages industrial refrigeration market, marine and commercial refrigeration.
• Strong communication and presentation skills.
• Able to communicate at high levels with internal and external stakeholders.
• Customer-focused with strong negotiation and business acumen.
• Willingness to travel for customer meetings and projects.

Responsibilities

• Acquire major accounts to maximize sales.
• Achieve sales targets for the department.
• Generate enquiries and visit potential customers to prospect for new business.
• Negotiate terms, pricing, and close sales to meet margins.
• Coordinate with Sales, Engineering and Operations to fulfill orders.
• Develop F&B business with JV partner across the region.
• Promote and specify large F&B systems with industrial consultants.
• Ensure timely payment collection per terms.

Skills

Sales

Negotiation

Key account management

Client relationship

Communication

Presentation skills

Education

B.E./B.Tech Mechanical Engineering

Tools

Salesforce CRM

Job description

What you will do:

As the Account Manager - Industrial Refrigeration, F&B, you will be responsible for the development and implementation of sales plan through acquiring new clients and maintaining existing client to achieve business sales target of the department with focus on achieving customer satisfaction in food and beverages refrigeration segment. You will be responsible for;

• Acquiring major accounts to maximize sales.
• Achieve Sales Target.
• Enquiry Generation & visiting potential customers to prospect for new business.
• Achieve secured & margin target set by the company.
• Management of existing Clients/ accounts to ensure high level of Customer Satisfaction.

How you will do it:

• Be responsible for promoting JCI as the Industry Leader together with our full range of Industrial refrigeration solution to key decision makers and influencers within the food and beverages refrigeration market places.
• Target and develop key End User relationships across each of the regions. In particular those associated with the food and beverages.
• Studying & Understanding customer requirement (Tenders/email enquiry) , Preparation of technical offers and attend negotiation meetings, negotiating the variations in price, terms of an agreement and closing sales.
• Cost Estimations and Preparing solution presentations for the Client.
• Understanding of the Local Authorities and their associated regulations and company registrations required in association with each of the solutions we take to market.
• Responsibility for the development and achievement of the JCI Business Development and Growth Plan, including specific sales objectives and financial targets.
• Full adoption of the company CRM tool – Salesforce.com.
• Liaise with Sales & Engineering, Operations teams and work effectively as part of the JCI teams to achieve the booking targets assigned.
• Develop F&B business with our JV partner across the region.
• Developing new market and generating enquiries for F&B refrigeration systems
• Market analysis for F&B ref plants
• Maintaining and developing relationships with existing customers via meetings, telephone calls and emails.
• Acquiring new customers.
• Handling various industrial verticals for refrigeration products in the region.
• Promoting and spec in of large F&B systems with Industrial consultants.
• Regular meeting with the customer to answer their technical queries.
• Negotiation with clients in regards to terms and conditions and other commercial issues and closure of sales.
• Ensure collection of payment as per terms & conditions of the order.
• Responsible for executing on various phases of Sales Life Cycle- Lead generation, prospecting, understanding the customer requirement, proposal preparation, presentation
• Acquiring market and customer information.
• Discuss & convey the advantages of our product to the customer.
• Actively participate in the review meeting with the Reporting Manager

What we look for:

Required

• B.E/B. Tech (Mechanical/Equivalent) is preferred
• Experience working in Food and Beverages industrial refrigeration market, Marine and Commercial refrigeration Market Place.
• 10 to 12 Years of relevant professional experience in sales in Industrial refrigeration sales.
• Strong Communication & Presentation Skills.
• Ability to communicate both internally and externally at high levels.
• Customer focused orientation with strong influencing and negotiation skills to gain wide acceptance.
• A high level of Business Acumen with strong strategic agility.
• Systematic and Logical with a drive to achieve goals and objectives.
• Must thrive in challenging situations and work within the parameters of the organisation.
• Experience identifying, contacting and promoting the solutions of a large enterprise to Local Authorities, End Users and market decision makers.
• Must thrive in challenging situations and work within the parameters of the organisation.
• Experience in field sales and relationship selling.
• Familiarity with Salesforce.com or other CRM system – Training is provided.
• Existing experience and client base in Food and Beverage or adjacent markets.
• Proven track record of selling technical service solutions.
• Ability to present technical and commercial information.
• Autonomous yet a proactive team player.
• Resourceful with excellent customer engagement skills.
• Proven track record of achieving outstanding results.
• Strive for continuous improvement and effective bid management.
• Ready for travel.