Sales Engineer, IREF

YDU JC Air Cond & Ref Inc.- Dubai; Leeds; On-site; GBP 45,000 - 75,000; Full time

Job summary

Johnson Controls is seeking a skilled sales professional to drive large-scale HVAC project bids with End Users, FMs and contractors. You will own long-term relationships, qualify opportunities, and close deals using SPIN selling methods.

Identify new customers for chiller/heat pump solutions, retrofit projects and service contracts. Collaborate with design teams, manage negotiations, and ensure compliant, high-quality proposals while advancing growth initiatives.

Qualifications

• Experience selling IREF HVAC products and service contracts.
• Proven track record with End Users, FMs and contractors.
• Strong business acumen and strategic thinking.

Responsibilities

• Identify new customers and sell large scale projects across core business.
• Owns and directs long-term customer relationships and ensures satisfaction.
• Lead negotiations on value and cost/benefit analyses to close sales.
• Collaborate with design teams to develop solutioning projects.

Skills

HVAC sales

Sales negotiations

SPIN selling

Client relationship management

Job description

What we offer

• Competitive salary and company car + commission.
• Paid holidays and sick pay
• Comprehensive benefits package including pension, life assurance, employee assistance program, employee referral scheme, employee discounts including high street brands, cycle 2 work scheme and discount on Johnson Controls security products
• Extensive product and on the job/cross training opportunities with outstanding resources available
• Encouraging and collaborative team environment
• Career development through various career ladders including Customer Service
• Dedication to safety through our Zero Harm policy
• Access to business resource groups
• Training on our company values
• IT equipment to complete all jobs

What you will do

Responsible for the sale of project works to FM’s contractors and end user customers. Whilst building and maintaining long-term customer relationships and using company defined sales processes & tools to increase revenue. Responsible for managing large scale, complex bids whilst facilitating the wider teams and support functions to ensure quality bid submissions.

Solutions might include:

• Chiller / Heat Pump Product sales (both synthetic refrigerant and natural).
• Turn key installation projects.
• Large scale service works.
• System modification works.
• Retrofit projects.
• Design and Build refrigeration / A/C solutions.
• Service and maintenance contracts.

How you will do it

Identify new customers through various methods and sell large scale projects across our core business. Owns and directs long-term customer relationships/partnerships and fully responsible for customer satisfaction through executing the sales process. Seeks out, qualifies and closes large sales opportunities, with a focus on new business growth. Demonstrates expertise and knowledge of the competitor's business strategies, products and services and leverages that favourably to differentiate Johnson Controls from them. Seeks out, qualifies and closes large & more technically complex new sales opportunities. Ability to assist with solutioning projects with design teams and independently should the need arise. Ability to work with design teams to analyse project solutions and present benefits to the client. Ability to use SPIN selling techniques. Creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Ensures that new proposals and bids are compliant with Johnson Controls standards & expectations prior to customer presentation. Owns final negotiations on value and impact to the customer's business in order to close the sale. Builds & maintains network of experts & industry contacts. In addition to the above mentioned tasks, other activities and responsibilities may be individually defined. Develop, communicate and implement growth initiatives with the guidance and support of the Sales Manager.

What we look for

• Relevant experience within IREF industry with an emphasis on chillers, heat pumps and HVAC products and applications.
• Knowledge and understanding of selling service maintenance contracts.
• A demonstrable track record of dealing with End Users, FMs and contractors and developing a strong working relationship in order to increase sales.
• Business acumen & strategic thinking.
• Ability to inspire and influence internally and externally.
• Commercially Astute.
• Excellent initiative, and interpersonal communication skills both in writing and verbally.
• Actively listens, probes and identifies concerns.
• Influences the customer's business at the highest level and is considered a valued Advisor.

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Your buildings have a purpose. They are places for people to live or work. Facilities for learning or healing. Venues for entertainment and shopping. Sites for the specialized storage of tangible goods or mission-critical data. Your buildings have a huge variety of functions; they are central to your mission. This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. A smarter building is safer, more comfortable, more efficient, and, ultimately, more sustainable. Most important, smarter buildings let you focus more intensely on your unique mission. Better for your people. Better for your bottom line. Better for the planet. At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.