Tyco Major Projects and Government Account Manager

Johnson Controls; London; On-site; GBP 50,000 - 70,000; Full time

Job summary

A global sustainable energy solutions provider is seeking a Strategic Account Manager to oversee key customer relationships, drive revenue growth, and expand service offerings. The ideal candidate will have a minimum of 3 years in field sales, particularly in a B2B environment, and demonstrated success in new logo acquisition and value-based selling. Strong skills in relationship management and familiarity with CRM tools are essential for this on-site role in London.

Qualifications

• Minimum 36 months in a field sales role, preferably in a B2B environment.
• Proven success in new logo capture and solution sales.

Responsibilities

• Lead Johnson Controls' relationship with key customers.
• Drive service and revenue growth through enterprise security products.
• Manage tier 1 accounts to ensure retention and expansion.

Skills

Customer-focused relationship building

Value selling

Complex sales capability

Strong business acumen

Effective time management

Education

A-level standard or equivalent

Degree or specific professional training preferred

Tools

Salesforce

Microsoft Office

Job description

Overview

Job Title: Strategic Account Manager Renewable & Sustainable Energy

Reporting to: Sales Manager

Responsibilities

• The role will lead Johnson Controls' relationship in managing and growing a named set of the organization's most important and prestigious customers to maximize mutual value and achieve mutually beneficial goals. The role will actively drive service and revenue growth through the sale of Enterprise security products into the renewable and sustainable energy market.
• Focus on securing new logo customers and collaborating with other parts of the wider Johnson Controls business that are already active in this sector to align and grow our strategic offering.
• Manage tier 1 accounts to ensure retention and relationship expansion, developing long-term, value-based relationships within the Customer and implementing focused development and networking plans to engage all stakeholders for long-term business retention and expansion.
• Maintain an active account plan as a single source of truth for current account position, service delivery and performance, and for short-, medium-, and long-term customer strategies.
• Map the Customer's internal network, define a contact strategy from the account plan, and develop holistic relationships at all levels (from executive-level to functional teams across procurement, IT, EHS, programmed management, engineering, etc.).
• Create relationships with executive-level Customers and engage them in understanding the value of our solutions/services. Demonstrate good negotiation skills and the ability to manage multiple Customers within a single Company.
• Serve as the lead point of contact for solving Customer problems, working across the enterprise to gain insight and actively resolve Customer concerns.
• Maintain professional standards and demonstrate energy, passion, and drive for success in internal and external interactions.
• All activities, customer interactions, opportunities, leads, and pipeline will be managed within the Company CRM application, Salesforce.com.

KPI / Targets

• Installation order values and gross margin and recurring revenue growth and retention; attainment of ROA framework (customer-facing activities, quotation output, attachment rates, conversion rates, and secured orders); active management of account plan and evidenced progression; secured outlook (forecast) accuracy & medium-term revenue growth plan.

Competencies / Skills

• Customer-focused; builds and maintains trusted relationships; value selling with a clear win plan; capable of complex sales and bringing teams together for mutual success.
• Achiever with consistent ROA framework performance; strong business acumen and effective time management; clear, proactive communication with internal/external stakeholders.
• Integrity and trust; pride in quality and professionalism; maintains the reputation of the business at all times.

Experience

• Minimum 36 months in a field sales role, preferably in a B2B environment; proven success in new logo capture; experience in ‘solution sales’ and demonstrating value in the sales process.
• Experience with CCTV and IP infrastructures; strong knowledge of CCTV VMSs and high-end solutions; strong knowledge of enterprise-level access control solutions.

Knowledge

• Relationship, solution, account or multi-call selling; service sales/service contract offerings; PC literacy including Microsoft Office; configure-price-quote tools and applications; CRM management and use (preferably Salesforce).

Education

• Educated to A-level standard (or equivalent); degree or specific professional training preferred; training related to technical standards, codes or industry-related programmes; full UK driving license.