Sales Engineer Construction
Company: Johnson Controls, Inc.
Posted on: June 10, 2021
Under general direction is 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 and manages long term customer
relationships/partnerships with assigned accounts. Responsible for
customer satisfaction and 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 target 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.
- 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.
- Actively establishes a "mentee" relationship with a Sr Account
Executive within the branch to assist with their development as a
professional BE sales person, with the goal of enhancing his or her
Bachelor's degree in business, engineering, or related
discipline required. At least 1-3 years successfully selling HVAC
or building automation system industry. Demonstrates a commitment
to integrity and quality in business. Excellent initiative and
interpersonal communications skills. Demonstrated ability to
influence the market at key levels.
Keywords: Johnson Controls, Inc., Austin , Sales Engineer Construction, Other , Austin, Texas
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