Account Executive, Texas at Johnson Controls in Dallas, Texas

Job Description:

Johnson Controls is powered by your talent. We are the power behind the customer mission. Together we are building a world that’s safe, comfortable and sustainable. Our diverse global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and environments more comfortable and secure. We are all about improving outcomes for our partners. Tomorrow needs your talent. Tomorrow needs you. So let’s talk today.

Job Details

What you will do 

The Account Executive is part of our Building Technologies & Solutions business at Johnson Controls. This position will support our growing Capital Projects (CP) business. The territory for this role will cover the state of Texas. This is a home-based position. Must live within the assigned territory.

Our Capital Projects team is partnering with customers to create "Smart Buildings" throughout the world. The focus of this position is on the solution, to integrate Johnson Controls Core products and Open Blue technology into large 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.

Will sell these high-level technology integration solutions to building owners and their Agents 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 Capital Projects Sales Manager, will be responsible for the sale of integrated Johnson Controls Core products and Open Blue technology to architects, owners and their consultants responsible for new construction and renovation building projects.  

Promote the JCI value proposition to executive level contractors 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.

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 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.  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, Opportunity Management plan and website, Account Plan and Dealmaker) 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 Solutions and Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship.

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.

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 Capital Projects as well as Area Management team in Field Operations relating to business assessment, analysis, reviews.

What we look for 

Required

Bachelor’s degree in business, engineering, architecture, construction management or business, or equivalent experience.

A minimum of five to seven 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, Audio Visual, Nursecall systems, Structured Cabling, Specialty Low Voltage/Communications 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.