HVAC Account Representative

Johnson Controls, Inc.; Indianapolis, Northern (IN, KY); Hybrid; USD 61,000 - 92,000; Full time

Benefits offered by this job

Paid vacation

Benefits package

Training opportunities

Collaborative team

Job summary

Johnson Controls, Inc. in Indianapolis seeks an experienced sales leader to drive service offerings to building owners, primarily at the Director level, focusing on HVAC solutions.

You will manage the full sales cycle, build relationships, qualify opportunities, and close monthly deals while expanding Johnson Controls' footprint in target accounts. The role emphasizes technical credibility, collaboration with engineers and contractors, and delivering value through specifications that align with

Qualifications

• Degree or equivalent experience with more than eight years in relevant sales.
• Minimum two years in consultative, field sales with a complex process.
• Strong initiative and interpersonal communication; ability to influence at key levels.
• Experience selling to building owners, contractors or engineers.

Responsibilities

• Sell HVAC service offerings to owners, mainly at the Director level.
• Promote Johnson Controls value through technical solutions.
• Build and manage long-term customer relationships across target accounts.
• Drive the sales process to qualify, pursue, and close opportunities monthly.
• Develop partnerships to increase HVAC systems and services penetration.
• Coordinate with contractors on bids across projects and offerings.
• Collaborate with consulting engineers to drive specifications toward JC offerings.
• Write specifications or match proposals to building specs.
• Keep management informed of account status and support needs.

Skills

Consultative selling

HVAC knowledge

Relationship building

Technical aptitude

Communication skills

Negotiation

Industry network

Education

Bachelor's degree in Business or Engineering

Tools

Salesforce

Job description

About Us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

Role Overview

In this role, you will be responsible for selling Johnson Controls service offerings to owners, primarily at the Director level, with a focus on HVAC. Success in the role means building credible relationships, managing the full sales cycle, and closing opportunities on a monthly basis while expanding Johnson Controls' presence within target and managed accounts.

Key Responsibilities

• Sell Johnson Controls service offerings to owners, primarily at the Director level.

• Promote the Johnson Controls value proposition through technical solutions and operational expertise.

• Build and manage long-term customer relationships and partnerships across target and managed accounts.

• Drive the sales process to qualify, pursue, and close new opportunities on a monthly basis.

• Develop partnering relationships that increase penetration of HVAC Systems and Services.

• Work with contractors on take-offs and bids across the full spectrum of projects and offerings.

• Work with consulting engineers to drive specifications toward the Johnson Controls offering.

• Write specifications or match proposals to building specifications to position Johnson Controls effectively.

• Keep management informed of account status, progress, and support needs throughout the sales cycle.

• Qualify and assess potential customers, coordinate with colleagues on assigned projects, and refer leads appropriately.

• Build effective working relationships with internal operations and administrative teams to support customer satisfaction.

How You Will Do It

• Own the sales process with accountability, follow through, and a strong focus on customer safety and integrity.

• Stay close to the work by maintaining frequent face-to-face contact, listening carefully, and understanding how each customer operates.

• Use technical credibility to match solutions, write specifications, and position the right proposal for each project.

• Remove obstacles quickly by working openly with managers, colleagues, operations, and administrators to keep opportunities moving.

• Improve every day through candid communication, disciplined pipeline management, and practical problem-solving.

• Win as one team by collaborating across functions, sharing information, and respecting different perspectives.

Qualifications

• Degree or equivalent experience, with more than eight years of relevant experience.

• At least two years of consultative, progressive field sales experience in a highly complex sales process, preferably in the HVAC industry.

• Excellent initiative and strong interpersonal communication skills.

• Demonstrated ability to influence the market at key levels.

• Technical aptitude and the ability to speak confidently about solutions, specifications, and customer needs.

• Experience working with building owners, contractors, consulting engineers, or similarly complex customer groups.

Nice to Have

• Bachelor's degree in business or Engineering.

• Five or more years of proven sales success in HVAC.

• Experience selling security and integrated systems into the construction industry.

• Strong background in selling to mid- to high-level management contacts.

Why Join Us

• Competitive salary.

• Paid vacation, holidays, and sick time, including 15 days of vacation in the first year.

• Comprehensive benefits package including 401K, medical, dental, and vision care, available day one.

• Extensive product and on-the-job/cross-training opportunities with outstanding resources.

• An encouraging and collaborative team environment.

• Dedication to safety through our Zero Harm policy.

Salary Range: HIRING SALARY RANGE: $61,400- 92,000 (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.