Equipment Sales Representative 1

Alloy Enterprises; Houston (TX); On-site; USD 65,000 - 79,000; Full time

Job summary

Johnson Controls in Houston is hiring an HVAC Equipment Account Executive responsible for selling HVAC equipment and building controls solutions to contractors, designers, engineers and owners. You will build long-term customer relationships, position renewable service agreements, and collaborate with branch Controls sales teams.

The role emphasizes managing a proactive sales process, achieving quotas, and expanding offerings within assigned accounts.

Qualifications

• 3+ years of successful large HVAC Equipment field sales experience.
• Demonstrates a commitment to integrity and quality in business.
• Excellent initiative and interpersonal communications skills.
• Bachelor's degree

Responsibilities

• Seek Johnson Controls to become the preferred supplier of HVAC equipment and controls for assigned accounts, ensuring customer retention and partnering with other sales representatives to maximize profit.
• Sell Johnson Controls offerings persuasively to contractors, consultants, designers and owners; manage multiple opportunities and renew/expand renewable service agreements.
• Build partnering relationships with owner construction community to drive sales; listen, probe, and understand customer needs; demonstrate credibility and value.
• Identify prospective customers aligned with JCI strategy; develop network of industry contacts; qualify and assess potential customers; tailor solutions to customer objectives.
• Address customer objectives and recommend total value solutions; differentiate Johnson Controls services through value-added selling.
• Prepare competitive, high-quality proposals and estimates; negotiate value; close sales; position JCI as a total building environment supplier.
• Leverage the sales process to manage a high-activity pipeline in CRM with focus on close dates and probabilities; act as customer advocate.

Skills

Sales experience

Interpersonal communication

Integrity

Initiative

Education

Bachelor's degree

Bachelor’s degree in business/engineering

Job description

What you will do

Johnson Controls is hiring! The HVAC Equipment Account Executive is responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners. You will promote the Johnson Controls value proposition to construction community by providing business and technical solutions. Get ready to build and manage long term customer relationships/partnerships with assigned accounts! Ensuring customer satisfaction and loyalty while working in conjunction with operations partners is very important in this role. You will also position renewable service agreements as a foundation of managed account relationships and ssist in promoting and selling Building Controls offerings in collaboration with branch Controls sales team.

The HVAC Equipment Account Executive executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities. You will utilize applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts and expand the depth and breadth of Johnson Controls offerings sold within assigned accounts with a focus on maximizing HVAC equipment sales. You'll participate on select account teams on key and target owner accounts may lead the account team on assigned target and key owner accounts where significant growth opportunities exist and more robust equipment expertise is required to solidify the opportunity. You'll continually develop sales skills and to enhance knowledge of the JCI product and service offerings. This role is based in Houston, TX. Candidates must be local to this territory, or able to relocate.

How you will do it

• For assigned accounts, seeks for Johnson Controls to become the preferred supplier of HVAC equipment and controls ( “default spec” with consulting engineers and design build contractors, “trusted advisor” with account owners). Ensures customer retention of assigned accounts. Partners with other sales representatives and/or agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (design build contractors). Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Educates and supports consultant accounts on a regular basis to obtain Basis of Design specifications. Achieves quarterly quotas and annual sales plans.

• Sells, with minimal supervision, the Johnson Controls offerings persuasively, persistently and confidently to all members of the construction community to include contractors, consultants and designers while reaching optimal profit levels. Manages multiple, ongoing, opportunities. In conjunction with construction events, sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing assigned customers.

• Builds partnering relationships with the owner construction community responsible for the decision-making process to drive the sale of Johnson Controls offerings. Actively listens, probes and identifies concerns. Understands the customer's business cycle customer base. Demonstrates technical and business expertise and maintains a high level of credibility. Garners loyalty, trust and commitment from the customer.

• Seeks out, targets and initiates contact with multiple prospective customers in alignment with JCI strategy. Develops and maintains a network of industry contacts. Understands and leverages the sales process outcomes as well as demonstrates evidence of advancing the sale. Shares technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and favorably position Johnson Controls. Qualifies and assesses potential customers.

• Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Differentiates Johnson Controls services and products from competitors by applying creativity, ingenuity, and innovation in a value-added sales approach.

• Positively and credibly influences JCI strategies with the construction community. Frequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively writes, and presents proposals. Negotiates value, addresses resistance and closes the sale. Differentiates Johnson Controls as a total building environment supplier.

• Leverages Johnson Controls sales process to close sales quickly. Manages the high activity of the pipeline in the managed CRM system with a focus on sales phase, close date, and probability of a close as well as other pertinent information.

• Acts as the customer’s advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings. Sets appropriate customer expectations on Johnson Controls offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation and the value of services delivered.

What we look for

Required

• 3+ years of successful large HVAC Equipment field sales experience.

• Demonstrates a commitment to integrity and quality in business.

• Excellent initiative and interpersonal communications skills.

• Bachelor's degree

Preferred

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

Salary Range: HIRING SALARY RANGE: $72,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.