Account Executive - Sustainable Infrastructure

YDU JC Air Cond & Ref Inc.- Dubai; Salt Lake City (UT); On-site; USD 89,400 - 134,300; Full time

Job summary

YDU JC Air Cond & Ref Inc.- Dubai is looking for an Account Executive in Energy Solutions. This role involves selling complex energy solutions directly to C-level customers and requires long-term relationship management. Candidates should have a Bachelor's degree and 5-7 years of relevant field sales experience.

Expect a salary range of $89,400 – $134,300, along with a competitive incentive plan and benefits. Strong interpersonal skills are essential for success in this position.

Qualifications

• Minimum of five to seven years of progressive field sales experience at the C‑level.
• Experience selling energy‑solutions performance contracts preferred.
• Ability to travel up to 50%.

Responsibilities

• Responsible for the sale of large, complex offerings with guaranteed savings.
• Promote JCI value proposition at the executive level.
• Build and manage long‑term customer relationships.

Skills

Interpersonal communication skills

Ability to influence at key levels

Sales skills

Financial acumen

Education

Bachelor’s degree in business, engineering, or related discipline

Tools

Salesforce

Account Management

Account Plan

Job description

What you will do

The Account Executive, Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. Under general direction, you will be responsible for the sale of large, complex, bundled offerings with guaranteed savings to high‑potential, solution‑sales customers at the C‑level. You will promote the JCI value proposition at the executive level by providing solutions to the customer’s business and financial challenges, build and manage long‑term customer relationships/partnerships with key and target building owners, ensure customer satisfaction, and execute the sales process to cultivate and manage relationships, qualifying and closing new sales and guaranteed savings opportunities. You will position renewable service agreements and guaranteed savings as the foundation of managed account relationships, utilize sales tools to plan and document progress, increase business opportunity in accounts, and leverage monthly checkpoints to obtain progressive commitments from the customer. You will also seek to expand the depth and breadth of offerings within each account, select account teams for key customers, and focus on a vertical market.

How you will do it

You will sell, with minimal supervision, the JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C‑level while reaching optimal profit levels. You will focus on demonstrating value at the executive level, provide solutions to business and financial challenges, and work through gateways to achieve joint planning status. You will sell, renew, and expand renewable service agreements, including multi‑year agreements, to both new and existing customers, build partnering relationships with decision‑makers, and manage the ongoing sales process. You will actively listen, probe, and identify concerns, understand the customer’s business and speak their language, and demonstrate financial and business acumen to develop credibility, loyalty, trust, and commitment. You will seek out, target, and initiate contact with prospective customers, develop a network of contacts, leverage sales process checkpoints, and demonstrate evidence of gaining small trial closes and commitments. You will qualify and assess potential customers, refer leads to other business segments, and address the customer’s financial, business, operational, and environmental objectives. You will recommend solutions that match the customer’s business and financial challenges, differentiate JCI services and products from competitors, maximize assigned Project Development Engineering resources effectively, and ensure the customer and JCI receive maximum value from these resources. You will engage appropriate sales support resources, effectively write, present, and communicate proposals, secure major opportunities through financial agreements, negotiate values, address resistance, and close sales. You will use applicable sales tools (Salesforce, Account Management, Account Plan, and TAS) to plan and document progress, leverage JCI sales process monthly checkpoints, manage the sales process pipeline, lead the sales team, solicit support, develop relationships with Systems and Service sales organization, own and facilitate the customer relationship when selling Performance Contracting initiatives, act as the customer’s advocate, set appropriate expectations, participate in project inspection, ensure customer training, assist in team or Area Office Solution sales and marketing plans, target new customers based on vertical market strategies, keep management informed of progress, and present at trade shows and professional organizations.

What we look for

Bachelor’s degree in business, engineering, or a related discipline required.
A minimum of five to seven years of progressive field sales experience at the C‑level.
Preference for candidates with experience selling energy‑solutions performance contracts.
Excellent initiative, interpersonal communication skills, and demonstrated ability to influence the market at key levels.
Ability to travel up to 50%.

Salary & Benefits

Salary Range: $89,400 – $134,300 (determined by education, experience, knowledge, skills, and abilities, internal equity, and market data).
The role includes a competitive sales incentive plan based on volume and margin on a project, quarterly, and annual basis, and a competitive benefits package.

Equal Employment Opportunity

Johnson Controls is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, disability, genetic information, sexual orientation, gender identity, or any other characteristic protected by law.
If you are an individual with a disability and require accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.
For more information, please view EEO is the Law.