HVAC Equipment Account Executive - Houston, TX

Johnson Controls, Inc.; Houston (TX); On-site; USD 60,000 - 80,000; Full time

Job summary

A global leader in HVAC solutions is seeking an HVAC Equipment Account Executive in Houston, TX. The role involves promoting HVAC offerings to contractors and engineers while managing long-term relationships. Candidates should have at least 3 years of field sales experience and a Bachelor's degree. A competitive salary and benefits package are provided.

Benefits

Competitive salary

Sales incentive plan

Comprehensive benefits package

Qualifications

• 3+ years of successful large HVAC equipment field sales experience.
• Excellent initiative and interpersonal communications skills.
• Demonstrate a commitment to integrity and quality in business.

Responsibilities

• Promote Johnson Controls HVAC offerings to contractors and engineers.
• Manage long-term customer relationships and ensure satisfaction.
• Utilize sales tools to document progress and increase business opportunities.
• Achieve sales quotas and targets for assigned accounts.
• Sell and expand renewable service agreements with customers.

Skills

HVAC equipment field sales experience

Interpersonal communications skills

Integrity and quality in business

Education

Bachelor’s degree

Job description

What you will do

Johnson Controls is hiring! The HVAC Equipment Account Executive is responsible for the sale of Johnson Controls HVAC Equipment offerings to mechanical contractors, designers, consulting engineers and owners. You will promote the Johnson Controls value proposition to the construction community by providing business and technical solutions. Get ready to build and manage long‑term customer relationships/partnerships with assigned accounts! Ensuring customer satisfaction and loyalty while working in conjunction with operations partners is very important in this role. You will also position renewable service agreements as a foundation of managed account relationships and assist in promoting and selling Building Controls offerings in collaboration with the branch Controls sales team.

The HVAC Equipment Account Executive executes the sales process to aid in cultivating and managing long‑term relationships and in seeking out, qualifying and closing new sales opportunities. You will utilize applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts and expand the depth and breadth of Johnson Controls offerings sold within assigned accounts with a focus on maximizing HVAC equipment sales. You’ll participate on select account teams on key and target owner accounts, may lead the account team on assigned target and key owner accounts where significant growth opportunities exist and more robust equipment expertise is required to solidify the opportunity. You’ll continually develop sales skills and enhance knowledge of the JCI product and service offerings. This role is based in Houston, TX. Candidates must be local to this territory, or able to relocate.

How you will do it

• For assigned accounts, seek for Johnson Controls to become the preferred supplier of HVAC equipment and controls ( "default spec" with consulting engineers and design‑build contractors, "trusted advisor" with account owners). Ensure customer retention of assigned accounts. Partner with other sales representatives and/or agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (design‑build contractors). Utilize sales tools to plan and document progress as well as increase business opportunity in accounts. Educate and support consultant accounts on a regular basis to obtain Basis of Design specifications. Achieve quarterly quotas and annual sales plans.
• Sell, 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. Manage multiple, ongoing opportunities. In conjunction with construction events, sell, renew and expand renewable service agreements, including multi‑year agreements, to both new and existing assigned customers.
• Build partnering relationships with the owner construction community responsible for the decision‑making process to drive the sale of Johnson Controls offerings. Actively listen, probe and identify concerns. Understand the customer’s business cycle base. Demonstrate technical and business expertise and maintain a high level of credibility. Garner loyalty, trust and commitment from the customer.
• Seek out, target and initiate contact with multiple prospective customers in alignment with JCI strategy. Develop and maintain a network of industry contacts. Understand and leverage the sales process outcomes as well as demonstrate evidence of advancing the sale. Share technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and favorably position Johnson Controls. Qualify and assess potential customers.
• Address the customer’s operational and environmental objectives, needs and requirements. Recommend solutions and link customer objectives to total value solution and competitive advantage. Differentiate Johnson Controls services and products from competitors by applying creativity, ingenuity, and innovation in a value‑added sales approach.
• Positively and credibly influence JCI strategies with the construction community. Frequently create competitive, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively write and present proposals. Negotiate value, address resistance and close the sale. Differentiate Johnson Controls as a total building environment supplier.
• Leverage Johnson Controls sales process to close sales quickly. Manage the high activity of the pipeline in the managed CRM system with a focus on sales phase, close date, and probability of a close as well as other pertinent information.
• Act as the customer’s advocate in interactions with Johnson Controls to ensure the customer obtains the best value from Johnson Controls offerings. Set appropriate customer expectations on Johnson Controls offerings. Participate in final project inspection. Ensure that the customer is trained and oriented to system operation and the value of services delivered.

What we look for

Required

• 3+ years of successful large HVAC equipment field sales experience.
• Demonstrate a commitment to integrity and quality in business.
• Excellent initiative and interpersonal communications skills.
• Bachelor’s degree.

Preferred

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

Salary Range: HIRING SALARY RANGE: $72,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role also offers a competitive sales incentive plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us