Sales Executive

What you will do?

Under specific direction, develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners.  Seeks for Johnson Controls to become the preferred supplier of Industrial Refrigeration Systems offerings within their assigned accounts ("last look" with contractors, "default spec" with consulting engineers, "trusted advisor" with account owners). With assistance, ensures customer retention of assigned accounts.  Partners with other sales representatives and/or agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (contractors). Responsible for customer satisfaction. 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 progress as well as increase business opportunity in accounts. Achieves quarterly quotas and annual sales plans. Obtains and closes sales on a monthly basis.

How you will do it?

1 - Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and contractors while reaching optimal profit levels. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Particularly focusing on selling Industrial Refrigeration bundle equipment and/or Turk Key offering to selected accounts and Vertical Markets.

2- Builds partnering relationships with the owner, owner representatives or contractor responsible for the decision making process to drive the system technology sales of JCI offerings. Maintains frequent face-to-face contact with the customers who most directly influence account penetration.  Actively listens, probes and identifies concerns.  Addresses customer's concerns and performance lapses.  Understands the customer's business and speaks their language.  Develops credibility, loyalty, trust and commitment.

3- Seeks out, targets and initiates contact with owners, multiple contractors and consultants responsible for the decision making of systems purchases in new and renovated buildings. Develops network of contacts. Uses JCI Sales process within the construction development process to position JCI as only responsible and responsive provider. Demonstrates technical knowledge and a solution that matches the customer's project challenge to provide value to the customer and favorably position JCI. Qualifies and assesses potential customers. Refers leads to other business segments. Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Applies knowledge of competitor's business strategies, control products and solutions to favorably differentiate JCI from them.

4 - Positively and credibly influences design and construction with contractors and consultants. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Effectively writes, presents and communicates bids.

5 - Negotiates value, addresses resistance when demonstrated and closes the sale. Differentiates JCI as a total building environment supplier. Utilizes applicable sales tools effectively (SMIS, Account Management plan and website, Account Plan and TAS) to plan, communicates and documents progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages process steps of the pipeline in SMIS with a focus on next steps, action items and milestone dates.

6 - Assists in the development of the team or Area Office Systems sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.

7- Keeps management informed of progress and account status. Assess opportunities risks and prepare pre-bid information for discussion and pre-approval with upper management. Knows when to call for assistance from manager to keep the sales process moving.

8 - Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position Johnson Controls. Keep up to date in the latest technologies with Refrigeration Systems using Natural Refrigerants (Ammonia, CO2, brine, etc).

9 - Prospects, qualifies and assesses potential customers.  Teams with colleagues on individual projects based on account assignments.  Honors the credit split guidelines and refers leads to other business segments.

10 - Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.

11 - Manages receivables balances in line with JCI objectives and policies.

12 - Solicits support from and communicates effectively with internal staff to ensure customer satisfaction.  Develops relationships with other BE organizations (ie: Systems, Solutions, Service, etc) to exceed customers' expectations.

13 - Attends and presents at trade show. Participates in professional organizations.

What we look for?

Bachelor's degree in engineering, or related discipline required

English/Expert (Mandatory)

A minimum of five or six years of progressive field sales experience

Experience in HVAC, industrial refrigeration.

Extensive experience in consultative selling

Experience in industrial food and beverage oil&gas markets

Extensive experience developing markets in the Caribbean.

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