Field Sales Executive - Navy Systems

Johnson Controls; Virginia Beach (VA); On-site; USD 75,000 - 95,000; Full time

Benefits offered by this job

3 weeks paid vacation

5 sick days

3 floating holidays

10 standard holidays

Job summary

Johnson Controls seeks a Field Sales Executive in Virginia Beach to join a federal team supporting the U.S. Navy. This role involves generating sales, managing client relationships, and providing solutions for HVAC&R systems. Candidates should have 5+ years of field sales experience, proficiency in federal contracting, and strong communication skills. Work will be onsite in Norfolk, VA, with benefits starting on the first day of employment including vacation and sick days. Travel up to 50% is required.

Qualifications

• 5+ years of progressive field sales experience.
• Demonstrated subject matter expertise in energy management and HVAC systems.
• Excellent written and verbal communication skills.

Responsibilities

• Sell JCNS HVAC&R repair/modernization services to U.S. Navy customers.
• Create competitive estimates and proposals.
• Manage sales activities in CRM tools.

Skills

Field sales experience

Energy management expertise

Interpersonal communication

Influencing decision makers

Proficiency in Microsoft Office

Understanding federal contracting

Education

Bachelor's Degree in Engineering, Business, Marketing, or related discipline

MBA preferred

Job description

Job Overview

We are seeking a Field Sales Executive to join our federal team supporting the Norfolk, VA region. Our Navy Systems business supplies mission‑critical cooling and refrigeration equipment and systems to the US Navy for over 100 years. This role focuses on sales generation, pipeline management, and maintaining client relationships for fielded JCNS equipment in a fast‑paced, growing business.

Compensation & Benefits

Pay: Salaried base plus commission.

Location: Onsite in Norfolk, VA.

Benefits: Eligible for benefits on first day of employment.

Vacation: 3 weeks paid vacation, 5 sick days, 3 floating holidays, 10 standard holidays per year (6.5 weeks total).

Travel Required: Up to 50%.

Responsibilities

• Responsible for the sale of JCNS HVAC&R repair/modernization service offerings to U.S. Navy customers within a specified geographic region.
• Consult on technical solutions that improve shipboard HVAC&R performance, reduce energy and lifecycle costs, increase energy resiliency, and otherwise enhance mission assurance.
• Use account management disciplines to understand customers’ goals and build and manage long‑term customer relationships within key and target accounts.
• Address customers’ operational and performance objectives by recommending and delivering comprehensive and innovative solutions.
• Develop preventative maintenance service agreements within assigned accounts, focusing on improving the availability of existing equipment to achieve U.S. Navy objectives.
• Develop budgets and pricing and help customers quantify the business case to secure budget approval. Educate customers on federal or Navy‑specific funding programs or IDIQ contract vehicles that may support their goals.
• Create competitive, high‑quality and timely estimates, proposals, and cost/benefit analysis. Effectively write and present proposals.
• Execute the sales process to cultivate, qualify and close new sales opportunities. Manage the high activity of the pipeline in CRM tools with a focus on sales phase, close date, and probability of a close.
• Build and maintain thorough account relationships coupled with strategic account planning to methodically and reliably achieve business expansion within accounts.
• Collaborate with and support JCFS’ Norfolk operations team in the development and delivery of projects to ensure customer satisfaction.
• Actively participate in professional organizations, conferences, expert panels, and other industry events to demonstrate innovation and thought leadership.

Required Qualifications

• 5+ years of progressive field sales experience.
• Demonstrated subject matter expertise in energy management and HVAC systems.
• Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills; both written and verbal.
• Demonstrated ability to influence account decision makers at key levels, preferably at the C and D levels.
• Proficiency with U.S. federal government agency budgeting and contracting (acquisition) processes.
• Proficiency with Microsoft Office products (Word, Excel, PowerPoint, Project), Outlook, and general Windows environment.
• The ability to obtain and maintain required government security clearances as needed. (This involves a background/character, criminal history, employment, and credit check.)
• Ability to travel within the region up to 50%.

Preferred Qualifications

• 3+ years sales experience focused on U.S. Navy HVAC&R maintenance/modernization services.

Preferred Education

• Bachelor’s Degree in either Engineering, Business, Marketing, or related discipline. MBA preferred.

Equal Employment Opportunity Statement

Johnson Controls is an equal employment opportunity 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. For more information, view EEO is the Law. If you are an individual with a disability and require an accommodation during the application process, please visit www.johnsoncontrols.com/careers.