Sales Engineer, IREF

Johnson Controls; Leeds; Hybrid; GBP 40,000 - 70,000; Full time

Benefits offered by this job

Company car

Commission

Paid holidays

Pension

Life assurance

Employee discounts

Cycle to work

Training

Job summary

Johnson Controls in Leeds is seeking a Sales Engineer to lead large-scale project sales in the IREF sector, focusing on chillers, heat pumps and HVAC solutions. You will manage complex bids, build long-term relationships with FM contractors and end users, and drive revenue using defined sales processes.

The role requires strong commercial acumen, proven deal-closing ability, and collaboration with design teams to propose integrated cooling solutions, with hybrid work and extensive training on

Qualifications

• Experience selling chillers, heat pumps or HVAC services.
• Track record of managing end users, FMs and contractors.
• Strong negotiation and relationship-building capabilities.

Responsibilities

• Sell large scale projects to FM contractors and end users.
• Manage large, complex bids with cross-functional teams.
• Develop and present design/build refrigeration and HVAC solutions.
• Negotiate value and close sales opportunities.
• Maintain strategic customer relationships and market growth.

Skills

Chillers sales

Heat pumps

HVAC products

End user relationships

Contract bidding

Commercial acumen

Negotiation

Job description

Sales Engineer - IREF

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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