Install Sales Representative 4

Johnson Controls, Inc.; Tempe (AZ); On-site; USD 61,000 - 92,000; Full time

Benefits offered by this job

Sales Incentive Plan

Benefits package

Job summary

Johnson Controls, Inc. in Tempe, AZ seeks an experienced HVAC sales professional to drive growth in data center vertical accounts. You will build opportunities, manage the pipeline, and present technically compelling solutions.

The role emphasizes strategic GTM for datacenter clients, negotiation, relationship-building with consultants and contractors, and delivering accurate forecasts. A competitive incentive plan and benefits accompany the role.

Qualifications

• 8+ years of experience selling HVAC products.
• Experience handling customer accounts in the datacenter industry.
• Strong GTM strategy knowledge for HVAC products in data center accounts.
• Techno-commercial negotiation skills.
• Excellent communication, interpersonal and organizational abilities.
• Proactive with minimal guidance.
• Strong networking with consultants & contractors.
• Proficient in MS Office.

Responsibilities

• Generate sales opportunities for the Johnson Controls HVAC Product range in the assigned region.
• Achieve the allotted AOP / Sales Target assigned for the region.
• Provide accurate forecast for the month, quarter & year.
• Manage & forecast the Sales Pipeline.
• Develop & Deliver sales presentations that explain key technical aspects of JC products.
• Negotiate offer and contract terms including legal, finance, payment and approvals.
• Think independently and suggest improvements for cost savings and profitability.
• Establish and maintain relationships with end-users, consultants, contractors, architects, etc.
• Research the market for competitive intelligence on ongoing changes.
• Analyze cross-selling and up-selling opportunities to present all company products and services.

Skills

HVAC products sales

Datacenter experience

GTM strategy knowledge

Negotiation skills

Networking skills

Communication skills

Interpersonal skills

Organizational skills

Leadership / proactiveness

Tools

MS Office

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.

What you will do :

• Generate sales opportunities for the Johnson Controls HVAC Product range in the assigned region to DC Vertical Customer Accounts.
• Achieve the allotted AOP / Sales Target assigned for the region.
• Provide accurate forecast for the month, quarter & year.
• Manage & forecast the Sales Pipeline.
• Develop & Deliver sales presentations that explain key technical aspects of JC products that will benefit prospective customers, consultants, PMC, channel partners & contractors.
• Negotiate offer and contract terms including legal, finance, payment and other terms and seek appropriate approvals as per the organization approval matrix.
• Be able to think independently and critically & suggest improvements that might lead to cost savings that could eventually result in improved profitability.
• Establishing new, and maintaining existing relationships with end-users, consultants, contractors, architects, etc.
• Research the industry / market for competitive intelligence on an on-going basis to know any upcoming changes / challenges that could impact the current or future sales.
• Analyze cross-selling and up-selling opportunities ensuring that all company products and services have been thoroughly presented.

What we look for :

• Candidate must have 8+ years’ experience in selling HVAC products.
• Experience of having handled Customer Accounts in Datacenter Industry.
• Should have a strong understanding of GTM strategies for HVAC Products for Data Center Customer Accounts.
• Preferred to understand cooling plant and related accessories for Datacenter Sites
• Strong market-connect in NCR region with leading HVAC consultants & contractors.
• Should have very good techno commercial negotiation skills.
• Ability to interface & influence other parts of the organization in positioning business case for pursuits.
• Good communication, inter-personnel & organizational skills.
• Should be proactive & flourish with minimal guidance.
• Strong networking skills.
• Proficient in MS Office.

HIRING SALARY RANGE: $61,400 to $92,225 (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. 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.