HVAC Account Representative

Johnson Controls, Inc.; Capitol Heights (MD); On-site; USD 74,000 - 100,000; Full time

Benefits offered by this job

Competitive salary

15 days vacation

Benefits package day one

Collaborative team environment

Zero Harm safety policy

Company video

Job summary

Johnson Controls, Inc. in Maryland is seeking a high-impact sales professional to drive strategic growth in HVAC and building automation.

You will cultivate executive relationships, position Johnson Controls as the preferred partner, and grow recurring revenue through multi-year service agreements. The role emphasizes collaboration with owners and directors, managing a robust pipeline, and delivering tailored, value-driven solutions.

Qualifications

• Bachelor’s degree in Business, Engineering, or equivalent sales experience.
• 6+ years of progressive field sales experience in HVAC/building automation.
• 1+ year experience selling HVAC/building automation services/projects.
• Demonstrated ability to influence and close with senior decision-makers.
• Strong business acumen with integrity and excellence.
• Excellent initiative, communication, and relationship-building skills.

Responsibilities

• Drive strategic growth and build partnerships with key decision-makers.
• Position Johnson Controls as the go-to partner for innovative service solutions and operational excellence.
• Own territory by cultivating executive relationships (Director-level and above), identifying opportunities, and delivering tailored solutions.
• Deliver tailored solutions that create measurable business value and expand footprint across accounts.
• Expand the footprint of Johnson Controls solutions across your accounts.
• Own customer satisfaction and become a trusted partner in their success.

Skills

HVAC industry experience

Building Automation experience

Senior stakeholder influence

Sales pipeline management

Executive relationship building

Strategic selling

Business acumen

Education

Bachelor’s degree in Business, Engineering, or equivalent sales experience

Job description

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What we offer

• Competitive salary

• Paid vacation/holidays/sick time-15 days of vacation first year

• Comprehensive benefits package including 401K, medical, dental, and vision care -Available day one

• Encouraging and collaborative team environment

• Dedication to safety through our Zero Harm policy

• Check us out!: https://youtu.be/rS3_3zSHb4Q

What You’ll Do

Step into a high-visibility role where you’ll drive strategic growth and build lasting partnerships with key decision-makers. As a trusted advisor to building owners and executives, you will position Johnson Controls as the go-to partner for innovative service solutions and operational excellence.

You’ll take ownership of your territory by cultivating executive-level relationships (Director-level and above), identifying opportunities, and delivering tailored solutions that create measurable business value. This is more than sales—it’s about shaping long-term partnerships and helping customers optimize their buildings for performance, efficiency, and sustainability.

Your impact will be seen in:

• Building and expanding long-term customer relationships within target and managed accounts

• Driving recurring revenue through renewable service agreements and multi-year partnerships

• Identifying, qualifying, and closing new opportunities with a strong, consistent sales cadence

• Expanding the footprint of Johnson Controls solutions across your accounts

• Owning customer satisfaction and becoming a trusted partner in their success

How You’ll Do It

You’ll combine strategic thinking, technical insight, and consultative selling to deliver results. Working alongside leadership, you’ll confidently engage executive stakeholders, uncover their business challenges, and present solutions that align with their goals.

In this role, you will:

• Sell with confidence and persistence, influencing Director-level decision-makers while maintaining strong profit margins

• Position building improvements as a strategic investment that helps customers achieve business outcomes

• Manage and grow a robust pipeline with a focus on services, retrofits, and recurring agreements

• Develop and deepen partnerships with key stakeholders involved in purchasing decisions

• Listen actively and ask the right questions to uncover needs, risks, and opportunities

• Translate technical concepts into business value—speaking your customers’ language and aligning with their priorities

What We’re Looking For

We’re seeking driven, relationship-focused sales professionals who thrive in complex, consultative environments and are motivated by delivering results.

Required Qualifications:

• Bachelor’s degree in Business, Engineering, or equivalent sales experience

• Proven experience in the HVAC or Building Automation industry

• 6+ years of progressive field sales experience with a strong track record of success

• At least 1 year of experience selling HVAC or building automation services/projects

• Demonstrated ability to influence and close with senior decision-makers

• Strong business acumen with a commitment to integrity and excellence

• Exceptional initiative, communication, and relationship-building skills

HIRING SALARY RANGE: $74K-$100K (Salary to be determined by the education,experience, knowledge, skills, and abilities of the applicant, internal equity, and alignmentwith market data.) This role also offers a competitive Sales Incentive Plan that will take intoaccount volume and margin on a project, quarterly, and annual basis. This position includes acompetitive benefits package. The posted salary range reflects the target compensation forthis role. However, we recognize that exceptional candidates may bring unique skills andexperiences that exceed the typical profile. If you believe your background warrantsconsideration beyond the stated range, we encourage you to apply. To support an efficientand 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 byhuman reviewers. For details, please visit the About Us tab on the Johnson Controls Careerssite at https://jobs.johnsoncontrols.com/about-us.