HVAC Service Account Executive

Johnson Controls; Thousand Oaks (CA); On-site; USD 55,000 - 92,000; Full time

Benefits offered by this job

Company vehicle

Benefits package

Job summary

Johnson Controls in the Orlando area is seeking an HVAC Service Sales Representative to develop new customer relationships, focus on renewable maintenance agreements, and collaborate with branch sales and operations to grow the business in the territory.

You will qualify prospects, conduct sales calls, prepare proposals, secure customer commitment, and manage ongoing account growth while using Salesforce.com and other sales tools to keep management informed and ensure timely progress.

Qualifications

• Progressive sales experience required.
• Familiar with sales methodologies, standards, and disciplines.
• Strong presentation and communication skills in various settings.

Responsibilities

• Initiate, establish, and grow profitable service relationships with new customers.
• Sell renewable maintenance agreements as the foundation for long-term partnerships.
• Work territory with local branch sales and operations teams.
• Plan, document, and track sales activity and opportunities using sales tools.
• Qualify prospects, conduct calls, and identify HVAC service needs.
• Prepare, review, and finalize proposals to secure commitment.
• Conduct kick-off meetings, resolve issues, and support account growth.
• Develop territory marketing plans aligned with Building Solutions strategy.
• Attend trade shows and represent Johnson Controls with integrity.

Skills

Sales experience

Sales methodologies

Presentation skills

Communication

Education

Post-secondary education

Tools

Salesforce.com

Job description

Build your best future with Johnson Controls. As a global leader in smart, healthy, and sustainable buildings, we help reimagine building performance to serve people, places, and the planet. In this role, you will work in the Orlando area to build long‑term service relationships and deliver HVAC service solutions that create value for customers and the business.

Role Overview

The HVAC Service Sales Representative plays a key role in the growth and profitability of the HVAC Service business. You will develop new customer relationships, focus on renewable maintenance agreements, and work closely with branch sales and operations partners to grow business within an assigned territory. Success in this role means creating strong customer partnerships, closing business consistently, and representing Johnson Controls with professionalism.

Key Responsibilities

• Initiate, establish, and grow profitable service relationships with new customers.
• Sell renewable maintenance agreements as the foundation for long‑term customer partnerships.
• Work an assigned geographic territory in collaboration with local branch sales and operations teams.
• Use sales tools to plan, document, and track sales activity, opportunities, and progress.
• Qualify prospects, conduct sales calls, and identify customer needs related to HVAC service and equipment.
• Prepare, review, and finalize proposals, then secure customer commitment to the Johnson Controls solution.
• Conduct customer kick‑off meetings, resolve customer issues, and support ongoing account growth.
• Create pull‑through opportunities, maintain and extend service agreements, and support collections activity.
• Develop territory marketing plans aligned with the Johnson Controls Building Solutions strategy.
• Attend trade shows, participate in professional organizations, and represent Johnson Controls with quality and integrity.

How You Will Do It

• Build a disciplined prospecting rhythm by identifying, targeting, and qualifying prospective customers, then using market conditions and your network to uncover new leads.
• Own outcomes with accountability, safety, and integrity as you schedule appointments, conduct sales calls, and guide each opportunity from first conversation through close.
• Stay close to the customer and the work by uncovering facility challenges, understanding HVAC and controls concerns, and speaking to each customer's business in practical terms.
• Improve every day through candid follow‑up and problem solving by addressing objections, resolving issues quickly, and creating pull‑through opportunities that extend service agreements.
• Use Salesforce.com and other sales tools consistently to keep management informed, document account status accurately, and know when to ask for support to keep deals moving.
• Win as one team by collaborating with branch colleagues, supporting kick‑off meetings and collections, and contributing to territory plans that serve customers well.

Qualifications

• Previous progressive sales roles.
• Exposure to sales methodologies, standards, and disciplines.
• Strong presentation skills with the ability to communicate effectively in both individual and group settings.

Nice to Have

• Aptitude for technical knowledge with a high level of attention to detail.
• Experience selling service and other intangible offerings.
• Knowledge of Building HVAC Systems.
• Knowledge of and experience with Salesforce.com.
• Post-secondary education.

Why Join Us

We offer a competitive salary, a company vehicle, paid vacation, holidays, and sick time, and a comprehensive benefits package that includes 401(k), medical, dental, and vision coverage. You will also have access to on‑the‑job and cross‑training opportunities, an encouraging and collaborative team environment, and dedication to safety through our Zero Harm policy. This role also includes a competitive Sales Incentive Plan based on volume and margin performance.

HIRING SALARY RANGE

$55,000-92,000 (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