Systems Account Executive - HVAC

Under general direction, develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners. Maximizes account penetration of assigned accounts by serving the full spectrum of needs of the accounts with the full spectrum of the HVAC Systems offering, including Controls and Equipment. Seeks for Johnson Controls to become the preferred supplier of HVAC equipment and controls of the assigned accounts ('last look' with contractors, 'default spec' with consulting engineers, 'trusted advisor' with account owners. 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). 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. PRINCIPAL DUTIES:

Builds partnering relationships with the assigned accounts to drive the penetration of the HVAC Systems offering. Maintains frequent face-to-face contact with the customers who most directly influence penetration. Actively listens, probes and identifies concerns. Addresses concerns and performance lapses. Understands the customer's business and speaks their language. Develops credibility, loyalty, trust and commitment.
With assigned contractors, consistently performs take-offs and bids the full spectrum of projects with the full spectrum of Johnson Controls offerings. With assigned consulting engineers, consistently drives specifications of the full spectrum of products towards the Johnson Controls offering. With assigned owner accounts, consistently drives favorable specification.
Leads or teams with colleagues on individual projects based on account assignments. Honors the credit split guidelines.
Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.
Keeps management informed of progress and account status. Leverages management with accounts, when and where appropriate.
Manages receivables balances in line with Johnson Controls objectives and policies.
Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase penetration of accounts.
Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationship with Solution and Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship.
Assists in the development of the team sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on account management and market strategies.
Participates in professional organizations.

REQUIREMENTS:

Bachelor's degree in business, engineering, or related discipline required. MBA preferred.
A minimum of five years of progressive field sales experience.
Excellent initiative, and interpersonal communications skills.
Demonstrated ability to influence the market at key levels.
Ability to travel 50%.