HVAC Smart Buildings Account Executive

Johnson Controls, Inc.; Maryland; On-site; USD 60,000 - 80,000; Full time

Job summary

A leading global building technologies firm is seeking an Account Executive to support their new construction business. The role involves selling technology integration solutions to building owners and managing long-term relationships. Candidates should have 5-7 years of field sales experience at the C-level, a relevant bachelor’s degree, and knowledge of construction processes. The salary range is $60,000 to $80,000 with competitive incentives.

Benefits

Competitive salary

Paid vacation/holidays/sicktime

Comprehensive benefits package (401K, medical, dental, vision)

Extensive training opportunities

Encouraging team environment

Company vehicle

Qualifications

• 5-7 years of progressive field sales experience.
• At least 3 years in the building technologies industry.
• Ability to assess building technology needs.

Responsibilities

• Responsible for selling products to architects and owners.
• Build and manage long-term relationships with key stakeholders.
• Lead sales activities and close new opportunities.

Skills

Sales experience at C-level

Communication skills

Project management

Construction knowledge

Education

Bachelor’s degree in business or relevant field

Tools

Sales Force

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/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 opportunities with outstanding resources
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy
• Company vehicle
• Check us out!: https://youtu.be/rS3_3zSHb4Q

What you will do

The HVAC Hard-working Building Account Executive is part of our Building Technologies & Solutions business at Johnson Controls. This position will support our growing New Construction business.

Johnson Controls is partnering with customers to create "Smart Buildings" throughout the world. The focus of this role is on solutions that integrate Johnson Controls Core products and Open Blue technology into large, new construction, and renovation projects. This includes HVAC, fire, security, controls, nurse call systems, etc. The Account Executive will also partner with our field sales professionals to sell equipment and services, offering bundled solutions.

The Account Executive will sell these high-level technology integration solutions to building owners and their agents on new construction projects across various vertical markets, including healthcare, airports, stadiums, universities, etc. These are large, sophisticated projects aimed at creating infrastructure that will grow over time. We seek an experienced account executive with a proven track record in leading high-level technology discussions with executives and visualizing project integration throughout construction.

How you will do it

• Reporting to the Sales Manager, responsible for selling Johnson Controls Core products and Open Blue technology to architects, owners, and consultants involved in new construction and renovation projects.
• Promote the value proposition to executive-level contractors and consultants by providing comprehensive technology solutions, building and managing long-term relationships with key building owners.
• Implement the sales process to cultivate and maintain long-term relationships, seeking out, qualifying, and closing new sales opportunities.
• Lead ongoing sales activities, respond to customer needs, and focus on managing a few projects at a time.
• Leverage monthly checkpoints to gain commitments, expand offerings within accounts, and select pursuit teams for major opportunities.
• Use JCI sales processes within the construction development cycle to position JCI as the responsible provider, demonstrating technical knowledge and matching solutions to customer challenges.
• Qualify potential customers, refer leads to other segments, and offer bundled packages.
• Address operational and environmental objectives, needs, and requirements of customers.
• Recommends solutions linking customer objectives to value propositions and competitive advantages.
• Apply knowledge of competitors’ strategies and solutions to differentiate JCI.
• Influence design and construction positively, create competitive estimates and proposals, negotiate, and close sales.
• Utilize sales tools (Sales Force, Opportunity Management, etc.) to plan and document progress.
• Manage the sales pipeline, focusing on next steps and turning points.
• Build and foster team relationships to ensure customer satisfaction, communicate effectively internally, and develop relationships with solutions and service teams.
• Assist in developing sales and marketing plans, targeting new customers based on market strategies.
• Collaborate with internal project engineers, communicate project visions, and review specifications.
• Maintain open communication with management regarding business assessments and reviews.

What we look for

Required

• Bachelor’s degree in business, engineering, architecture, construction management, or equivalent experience.
• 5-7 years of progressive field sales experience at the C-level.
• At least 3 years in the building technologies industry.
• Knowledge of construction processes and challenges.
• Ability to assess building technology needs and present solutions.
• Experience in plan & spec bid and/or design-build markets.
• Ability to influence the market at key levels, with strong communication skills.
• Proven experience managing complex construction projects.
• Leadership and strategic partnership skills.
• Willingness to travel within the territory.

Preferred

• MBA is a plus.
• Experience with solution selling in low-voltage technology areas such as Building Automation, Security, Fire, etc.
• Existing long-term relationships with building owners, architects, and contractors.

Salary Range: $60,000-80,000, with a competitive incentive plan and benefits. For details, visit https://www.johnsoncontrols.com/careers