Strategic Account Manager

ADT ADT Fire and Security PLC; Greater London; On-site; GBP 75,000 - 105,000; Full time

Benefits offered by this job

Company car or car allowance

Pension scheme

Private medical insurance

Life assurance

Employee assistance programme

Career development and progression

Job summary

Johnson Controls is seeking a Strategic Account Manager to lead relationships with national and international customers, influence decision-makers, and drive revenue growth. You will develop account plans, manage complex negotiations, and collaborate across teams to deliver value and expand our share of wallet.

The role requires proven strategic account management experience, strong negotiation skills, and the ability to navigate multi-stakeholder environments within a global organisation.

Qualifications

• Proven experience in strategic account management or complex B2B sales.
• Experience engaging senior stakeholders at director and executive levels.
• Strong commercial negotiation and contract management skills.
• Experience within building technologies or enterprise accounts is a plus.
• Degree qualification in Business, Engineering, or a related discipline.

Responsibilities

• Develop and execute account plans for strategic national and international customers.
• Build and maintain strong relationships with customer stakeholders, including director and executive-level contacts.
• Drive account growth through retention strategies and identification of cross-sell and upsell opportunities across the Johnson Controls portfolio.
• Lead commercial discussions and negotiations to maximise revenue, profitability, and long-term customer value.
• Collaborate with internal stakeholders to ensure delivery of customer commitments and service excellence.
• Manage complex sales opportunities through extended sales cycles and multiple decision-makers.
• Monitor account performance against sales, profitability, and operational objectives.
• Analyse customer needs, market conditions, and competitive activity to identify growth opportunities.
• Support forecasting, pipeline management, and strategic account reviews.
• Act as a trusted advisor to customers, aligning Johnson Controls solutions with their business goals and operational needs.

Skills

Strategic account management

Key account management

B2B sales

Negotiation

Contract management

Stakeholder management

Forecasting

Analytical skills

Communication

Education

Degree in Business

Job description

Strategic Account Manager

What You Will Do As a Strategic Account Manager, you will play a critical role in supporting and executing account management strategies for a portfolio of high-value national and international customers. Working with some of Johnson Controls' largest and most strategically important accounts, you will build strong relationships with senior decision-makers, drive customer retention, and identify opportunities to expand our share of wallet through the full range of JCI solutions and services. You will be accountable for sales growth, profitability, and complex commercial negotiations while managing longer sales cycles and delivering outcomes that contribute significantly to broader business objectives. This role offers the opportunity to influence key customer strategies and create lasting partnerships that drive mutual success.

What We Offer

• Competitive salary and performance-based bonus
• Company car or car allowance
• Pension scheme
• Private medical insurance
• Life assurance
• Employee assistance programme
• Career development and progression opportunities within a global organisation
• Ongoing training and professional development
• Access to employee discounts and wellbeing programmes

How You Will Do It

• Develop and execute account plans for a portfolio of strategic national and international customers.
• Build and maintain strong relationships with customer stakeholders, including director and executive-level contacts.
• Drive account growth through retention strategies and identification of cross-sell and upsell opportunities across the Johnson Controls portfolio.
• Lead commercial discussions and negotiations to maximise revenue, profitability, and long-term customer value.
• Collaborate with internal stakeholders to ensure delivery of customer commitments and service excellence.
• Manage complex sales opportunities through extended sales cycles and multiple decision-makers.
• Monitor account performance against sales, profitability, and operational objectives.
• Analyse customer needs, market conditions, and competitive activity to identify growth opportunities.
• Support forecasting, pipeline management, and strategic account reviews.
• Act as a trusted advisor to customers, aligning Johnson Controls solutions with their business goals and operational needs.

What We Are Looking For

Required

• Proven experience in strategic account management, key account management, or complex B2B sales.
• Demonstrated success managing and growing high-value customer relationships.
• Experience engaging and influencing senior stakeholders at director and executive levels.
• Strong commercial negotiation and contract management skills.
• Ability to manage multiple stakeholders and navigate complex organisational structures.
• Track record of delivering revenue growth, customer retention, and profitability targets.
• Strong analytical, planning, and forecasting capabilities.
• Excellent communication, presentation, and relationship-building skills.
• Self-motivated and results-oriented with a customer-centric approach.

Preferred

• Experience within building technologies, HVAC, fire, security, industrial solutions, or related sectors.
• Experience managing national or international enterprise accounts.
• Knowledge of solution-selling methodologies and strategic account planning frameworks.
• Degree qualification in Business, Engineering, or a related discipline.
• Experience working within a matrix or global organisation.

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Johnson Controls: Enhancing the Intelligence of Buildings

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.