HVAC Account Executive

Johnson Controls, Inc.; Tampa (FL); On-site; USD 69,000 - 107,000; Full time

Job summary

Johnson Controls, Inc. is seeking a seasoned sales professional to drive building efficiency offerings to owners, typically at the Director/VP level, and to foster long-term partnerships that expand account scope.

You will develop proposals, nurture relationships with owner representatives, and position renewable service agreements as a foundation for sustained growth using Johnson Controls’ value proposition and proven solutions.

Qualifications

• College degree or equivalent work experience (5 years).
• Minimum of five years of progressive field sales experience.
• At least one year of successful selling experience in HVAC or building automation systems, service, or projects.
• Demonstrated commitment to integrity and quality in business.
• Strong motivation to meet annual performance goals.
• Ability to build relationships with decision-makers and communicate value clearly and professionally.

Responsibilities

• Sell Johnson Controls offerings to building owners and end users with a focus on service, retrofits, and long-term account growth.
• Build and manage lasting relationships with owners and owner representatives who influence the decision-making process.
• Promote the Johnson Controls value proposition by aligning business needs with technical and operational solutions.
• Position renewable service agreements, including multi-year agreements, as a core part of managed account relationships.
• Cultivate, qualify, and close new sales opportunities while maintaining a healthy pipeline and closing business on a monthly basis.
• Prepare competitive estimates, proposals, and cost-benefit analyses that clearly communicate value and differentiators.
• Use sales tools such as SMIS, Account Management, Account Plan, and TAS to document progress and manage opportunity development.
• Act as the customer's advocate within Johnson Controls to help ensure the best value from proposed products and services.
• Set clear expectations with customers regarding product and service offerings.

Education

College degree or equivalent work experience

Job description

Build your best future with the Johnson Controls team.

As a global leader in smart, healthy, and sustainable buildings, Johnson Controls helps reimagine the performance of buildings to serve people, places, and the planet. Join a team where you can do meaningful work, grow through learning opportunities, and contribute in a culture that values your voice, collaboration, and customer impact.

Role Overview

In this role, you will be responsible for selling Johnson Controls building efficiency offerings to owners, typically at the Director and/or Vice President level. You will promote the Johnson Controls value proposition through business and technical solutions, build long-term relationships with assigned accounts, and position renewable service agreements as a foundation for managed account growth. Success in this role comes from cultivating, qualifying, and closing new opportunities while expanding the depth and breadth of Johnson Controls solutions within each account.

Key Responsibilities

• Sell Johnson Controls offerings to building owners and end users with a focus on service, retrofits, and long-term account growth.

• Build and manage lasting relationships with owners and owner representatives who influence the decision-making process.

• Promote the Johnson Controls value proposition by aligning business needs with technical and operational solutions.

• Position renewable service agreements, including multi-year agreements, as a core part of managed account relationships.

• Cultivate, qualify, and close new sales opportunities while maintaining a healthy pipeline and closing business on a monthly basis.

• Prepare competitive estimates, proposals, and cost-benefit analyses that clearly communicate value and differentiators.

• Use sales tools such as SMIS, Account Management, Account Plan, and TAS to document progress and manage opportunity development.

• Act as the customer's advocate within Johnson Controls to help ensure the best value from proposed products and services.

• Set clear expectations with customers regarding product and service offerings.

How You Will Do It

• You will sell persuasively, persistently, and confidently while maintaining accountability, safety, and integrity in every customer interaction.

• You will stay close to the customer's business priorities, understand facility needs, and remove obstacles that stand in the way of better outcomes.

• You will use candor and continuous improvement to strengthen proposals, sharpen your sales approach, and solve problems quickly.

• You will build trust through collaboration, working closely with owners, internal partners, and diverse perspectives to win as one team.

• You will focus on improving existing and new facilities so customers can achieve operational, environmental, and financial objectives.

• You will differentiate Johnson Controls through creativity, ingenuity, and an approach that links solutions to total value and competitive advantage.

• You will manage pipeline activity with discipline, keeping opportunities current, accurate, and moving toward close.

Qualifications

• College degree or equivalent work experience (5 years).

• Minimum of five years of progressive field sales experience.

• At least one year of successful selling experience in HVAC or building automation systems, service, or projects.

• Demonstrated commitment to integrity and quality in business.

• Strong motivation to meet annual performance goals.

• Ability to build relationships with decision-makers and communicate value clearly and professionally.

Nice to Have

• Experience selling renewable service agreements, multi-year service contracts, or retrofit opportunities.

• Experience using SMIS, Account Management, Account Plan, or TAS.

• Background in HVAC commercial equipment or building automation environments.

• Experience preparing proposals, estimates, and cost-benefit analyses for technical solutions.

Why Join Us

Salary Range: HIRING SALARY RANGE: $69,000 to $107,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us.