Sales Executive - Industrial Refrigeration, Food & Beverage

Johnson Controls; Dubai Emirate; On-site; AED 240,000 - 360,000; Full time

Job summary

Johnson Controls in the United Arab Emirates seeks a seasoned sales professional to lead business development in the Food & Beverage refrigeration market. You will acquire major accounts, drive revenue and margin targets, and maintain high customer satisfaction through proactive account management.

Role involves preparing technical offers, negotiating terms, coordinating with Sales, Engineering and Operations, and expanding our regional F&B footprint with end users and consultants.

Qualifications

• B.E/B.Tech (Mechanical/Equivalent) preferred.
• 10–12 years in industrial refrigeration sales.
• Strong communication and presentation skills.
• Experience with field sales and CRM systems (Salesforce).
• Existing client base in F&B or adjacent markets.
• Proven track record selling technical service solutions.

Responsibilities

• Acquire major accounts to maximize sales.
• Achieve sales targets and margins.
• Generate enquiries and prospect new business.
• Manage existing clients to ensure high customer satisfaction.
• Prepare technical offers and attend negotiations.
• Collaborate with Sales, Engineering and Operations to meet booking targets.
• Promote and specify large F&B systems with consultants.
• Regular meetings to address customer technical queries.

Skills

Sales expertise

Communication

Negotiation

Customer relationships

Strategic thinking

Travel readiness

Education

B.E./B.Tech Mechanical/Equivalent

Tools

Salesforce CRM

Job description

What you will do:

• 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.