Territory Account Manager

Johnson Controls; Sunbury-on-Thames; Hybrid; GBP 42,000 - 68,000; Full time

Benefits offered by this job

Company car

Commission

Pension

Life assurance

Employee discounts

Training

Job summary

Johnson Controls in the United Kingdom is seeking a Regional Sales Consultant for Fire Suppression. The role focuses on selling solutions to drive installation and service growth within the Tyco Regional Accounts channel, leveraging Salesforce.com for pipeline and bid management.

You will develop and maximise existing accounts, identify new business opportunities, and prepare costs and quotations. The position includes a company car, commission, and comprehensive benefits, in a collaborative,

Qualifications

• Experience in selling solutions and managing opportunities.
• Ability to develop and maximise existing accounts and identify new business.
• Strong presentation and proposal development skills.

Responsibilities

• Lead management and generation of new business opportunities within enterprise solutions.
• Plan accounts and territories to target growth opportunities.
• Survey, cost and quote customer requirements; coordinate bid teams for large opportunities.
• Manage sales pipeline and CRM data to drive bookings against targets.
• Maintain product and technical knowledge to support customers.

Skills

Sales experience

Account management

Negotiation skills

Sales planning

Tools

Salesforce.com

Job description

Regional Sales Consultant – Fire Suppression

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

• The role of the Sales Consultant is focused on sales of solutions to drive installation (OV) and service growth (AMR) revenues within the Tyco Regional Accounts Channel.
• Through proactive planning and driven sales activity, the role is to develop and maximise existing accounts and relationships together with identification of new business opportunities for development, for all enterprise solutions that Tyco can offer within the market.
• Possessing solid product knowledge and understanding of technical specifications, the Sales Consultant surveys sites, prepares costs, specifications and quotations that meet the requirements & needs of the customer. For large and/or complex proposals an Estimator / Technical Bid Manager will support through the formation of a bid team.
• All activity, planning and sales processes are managed by the Sales Consultant through Salesforce.com, Tyco’s CRM application.
• Through focused sales activities executed with a consistent rhythm, the key objectives for the Sales Consultant are pipeline growth and conversion improvement, to drive bookings growth against a defined sales target.

How you will do it

• Lead Management – self generation of leads through planning & execution of business development activities. Identify and qualify leads against solutions to pursue to bid. Collaborate across business channels and other enterprise solutions where lead can be supported, as required.
• Account/Territory Planning – through planning activities, identify accounts to target for growth opportunities against enterprise solutions. Define account plan with SMART objectives.
• Opportunity Planning – Identify opportunity to bid, fully qualify with the customer & engage in a pre-bid review. Form a bid team to identify critical must wins/complex/large opportunities, define roles of team, technical strategy, value proposition and next actions.
• Survey, Configure, Price, Quote – survey customer sites, prepare costs, specifications and quotations to propose solutions to the customer.
• AMR – pursue all AMR opportunities, new, expansion of existing contracts through sales of additional services and ensure all installation opportunities have attached AMR quotations. Responsibility to retain existing AMR customers/protect the AMR service base.
• Presentations – Carry out technical/bid presentations around the proposed/defined solutions to the customer or influencer.
• Opportunity Management – manage sales pipeline proactively through each sales stage, recording all relevant information, accurate close dates and next actions driven through planning of tasks/events.
• Sales & Negotiation Skills – possess and develop through coaching and learning
• Salesforce.com – adoption as the primary CRM application to drive sales performance, planning, management of leads, accounts, opportunities and manage all sales activity. All key objectives and results are measured through Salesforce.com.
• Performance - Using Salesforce.com, seller prepare for a monthly Personal Success Plan with sales manager. Reviewing prior month sales performance and objectives, current sales pipeline and agreeing key objectives for current month.
• Product / Technical Knowledge – maintain & develop solution specific product and technical knowledge/skills through training and learning.
• Risk Management – ensure that all internal sales processes are adhered to including bid authority, legal requirements, Tyco compliance and governance requirements through sales and relationship management activities. Ensure compliance with Tyco’s Environmental, Health & Safety Policy - Zero Harm.
• Additional responsibilities and requirements may be required dependant on business needs.

What we look for

High level of creation of new accounts and opportunities

Experience in managing opportunities/accounts and working in/with sales teams to prepare detailed proposals.

Developing, communicating, and presenting value in created solutions

Ideally experience in Fire Suppression solutions or similar engineering/construction based sales experience

If yes, then we’d love to hear from you!

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