Sales Engineer, IREF

Johnson Controls, Inc.; Leeds; Hybrid; GBP 45,000 - 75,000; Full time

Benefits offered by this job

Company car

Commission on sales

Pension

Life assurance

Employee discounts

Cycle to work scheme

Training and career development

Safety program

IT equipment

Job summary

Johnson Controls, Inc. is seeking a Sales Engineer for IREF in Leeds. You will drive sales of chiller/heat pump projects, manage large bids, and build long-term customer relationships with end users and facilities managers.

The role requires identifying new customers and leveraging SPIN selling techniques to differentiate our offerings. You will work in a hybrid environment, collaborating with design teams and service departments to deliver turnkey installations, service contracts, and retrofit

Qualifications

• Experience in IREF industry focusing on chillers and heat pumps.
• Strong track record selling service maintenance contracts.
• Ability to engage End Users, FMs and contractors and build relationships to grow sales.
• Commercial acumen and strategic thinking.
• Excellent written and verbal communication skills.

Responsibilities

• Sell large-scale project works to FM contractors and end users.
• Manage large, complex bids with cross-functional teams to ensure quality submissions.
• Identify new customers and drive growth in core markets.
• Lead negotiations on value and impact to customer business.
• Develop growth initiatives with Sales Manager guidance.

Skills

HVAC experience

End-user relations

Contract selling

Sales strategy

Negotiation

SPIN selling

Tools

SPIN selling

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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