Account Executive Major Projects

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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 and bonus plan
• Paid vacation / holidays / sick time - 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

What You Will Do

The Account Executive, Construction is part of our Building Systems North America business at Johnson Controls. This position will support our growing Major Projects (MP) business.

The territory for this role will include XX. Must live within the assigned territory.

Our Major Projects team is partnering with customers to create "Smart Buildings" throughout the world. The focus of this position is on the solution, to integrate low voltage and wireless technology into new construction and renovation building projects.

This includes the technology in HVAC, fire, security, controls, nurse call systems, etc. Will also partner with our field sales professionals selling equipment and services giving our customers opportunities to bundle multiple offerings.

You will sell these high level technology integration solutions to general contractors, mechanical contractors, architects, engineers and building owners on new construction projects in all vertical markets.

Including healthcare, airports, arenas, stadiums, university campuses, etc. These are large, complex construction projects to start creating the smart building infrastructure that will continue to grow over time.

Therefore, we are looking for a seasoned account executive, construction project executive with a proven track record of success leading and driving these high level technology solutions conversations with executives while visualizing and communicating how it will all come together throughout the construction process.

We’re looking for a seasoned, solutions professional. A leader and strategic partner who can drive the process, think outside the box and bring successful results.

How You Will Do It

• Reporting to the Major Projects Sales Manager, will be responsible for the sale of integrated low voltage technology solutions to building Owners, Developers, general contractors, engineers, architects, and consultants responsible for new Capital construction and renovation building projects.
• Promote the JCI value proposition to executive level Owners and consultants by providing comprehensive technology solutions for the customer’s business and operational needs.

Builds and manages long term customer relationships / partnerships with key and target building owners, general contractors and architectural and engineering principles.

• Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities.
• Manages ongoing sales process, responds to and anticipates customer needs. Focus on a few projects while managing one to two at a time.
• Leverage monthly checkpoints to gain progressive commitments from the customer. Seek to expand the depth and breadth of offerings within that account.

Select customer pursuit teams for major opportunities by combining members from outside Area and outside Systems team.

Uses JCI Sales process within the construction development process to position JCI as the 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 while offering bundled packages to our customers.

Addresses customer's operational, sustainability 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.

Positively and credibly influences design and construction with Owners, contractors and consultants. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost / benefit analysis.

Effectively writes, presents and communicates bids. Negotiates value, addresses resistance when demonstrated and closes the sale.

Differentiates JCI as a total building environment supplier.

Utilizes applicable sales tools effectively (Sales Force, Account Plans and Altify Strategy tools) 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 Sales Force with a focus on next steps, action items and milestone dates.

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 the Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship.

Assists in the development of the team Regional and Metro Market Office sales, marketing plans and strategies. Aides in the implementation of these strategies and action plans.

Targets new customers based on vertical market strategies.

Collaborate and partner with our internal Project Design Engineers. Communicate the vision of the project and work closely on specifications throughout the design phase.

Engage the Design Engineers in meetings with customers to review specific technologies.

Keep open communication with all levels of management in Major Projects as well as Area Management team in Field Operations relating to business assessment, analysis, reviews.

Required

What we look for

• Bachelor’s degree in business, engineering, architecture, construction management.
• A minimum of seven to ten years of progressive field sales experience at the C-level. A minimum of three years of experience working in the building technologies industry.

Construction industry knowledge is required. Must understand the construction process and potential challenges when discussing project solutions.

Demonstrated ability to assess building technology needs, design and present proposed turnkey solutions. Experience in the traditional plan & spec bid and / or design-build markets.

Demonstrated ability to influence the market at key levels. Strong initiative and interpersonal communications skills. Proven experience managing complex construction projects.

• We’re looking for a seasoned, solutions professional. A leader and strategic partner who can drive the process, think outside the box and bring successful results.
• Travel within the assigned territory.

Preferred

• MBA is a plus.
• Prefer this individual to have Solution selling in one or more of these integrated low voltage technology competencies : Building Automation (BAS), Security, Fire, Digital solutions, Nurse call systems or other low voltage technologies.
• Prefer to have existing, long-term relationships developed with building owners, architects, consultants, and contractors to create new business opportunities within the construction market.

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law.

To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law.

If you are an individual with a disability and you require an accommodation during the application process, please visit here.

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