HVAC Construction Sales Representative

Johnson Controls, Inc.; Norfolk, Northern (VA, KY); Hybrid; USD 70,000 - 110,000; Full time

Benefits offered by this job

Competitive salary & bonus

Paid vacation

Benefits package

Training opportunities

Collaborative environment

Zero Harm safety policy

A Day in a Life video

Job summary

Johnson Controls, Inc. is seeking an experienced sales professional to drive the sale of BE offerings to mechanical contractors, designers and consulting engineers in the Norfolk area.

You will promote Johnson Controls value propositions, manage key accounts and build durable customer relationships to renew and expand service agreements. The role emphasizes a strategic sales process, collaboration with operations, and the ability to deliver high-quality proposals and value-focused solutions.

Qualifications

• Bachelor’s degree in business, engineering, or related discipline is required.
• Eight years of successful field sales experience.
• At least four years of experience selling HVAC or building automation systems.
• Demonstrates commitment to integrity and quality in business; strong initiative and interpersonal skills.

Responsibilities

• Sells Johnson Controls offerings to contractors, designers and engineers, promoting value and building relationships.
• Executes the full sales process to cultivate long-term relationships and close new opportunities.
• Lead and participate in account teams; develop and expand offerings within assigned accounts.
• Prepare competitive proposals, estimates and cost/benefit analyses; negotiate and close sales.

Skills

Interpersonal communication

Integrity & quality

Negotiation

Education

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

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 and bonus plan
• Paidvacation/holidays/sicktime -15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care -Available day one.
• Extensive product and on the job/cross training opportunitieswith outstanding resources
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy
• Check us Out: A Day in a Life at Johnson Controls :

What you will do

Responsible for the sale of Johnson Controls BE offerings to mechanical contractors, designers and consulting engineers. Promote the Johnson Controls value proposition to construction community by providing business and technical solutions. Builds customerrelationships/partnershipswith assigned accounts. Responsible for customer satisfaction and builds loyalty while working in conjunction with operations partners. Positions renewable service agreements as a foundation of managed account relationships.

Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying, and closing new sales opportunities. Utilizes sales tools to plan and document sales progress as well as increase business opportunities across all BE-LOBs in assigned accounts. Seeks to expand the depth and breadth of Johnson Controls offerings sold within assigned accounts. Actively participates as a member on select account teams on key and targeted customer accounts. May lead the account team(market customer leader)on assigned target and key accounts where significant growth opportunities exist, and more robust expertise is required from others to solidify the opportunity. Seeks to continually develop sales skills and to enhance knowledge of the JCI product and service offerings.

How you will do it:

• 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. Focuses on all opportunities to allow the contractor to achieve business objectives. Manages multiple, ongoing, opportunities. 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 Control 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 sell. 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 BE 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.
• Utilizes applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts. Leverages Johnson Controls sales process to close sales quickly. Manages the high activity of the pipeline in the managed 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

• Bachelor’s degree in business, engineering, or related disciplinerequired.
• Minimum of eight (8) years of successful field salesexperience.
• At least four (4) years successfully selling HVAC or building automation system industry.
• Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communication skills. Demonstrated ability to influence the market at key levels.

HIRING SALARY RANGE

$70,000-110,000 (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. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. 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.