Channel Account Sales, HVACR – BAS

Role Overview

• Achieve assigned product sales goals and objectives within the territory by partnering effectively with key and targeted customers.
• Recommend product solutions that connect customer goals with a total value approach, emphasizing the competitive advantage of Johnson Controls' offerings.
• Differentiate and leverage Johnson Controls' product offerings from competitors based on the comprehensive benefits of engaging with Johnson Controls.
• Create opportunities with decision-makers, ensuring a collaborative relationship built on trust and mutual understanding.
• Actively listen, probe, and address customer concerns to ensure their needs are effectively met.
• Develop a strong understanding of customers' businesses and the broader HVACR and BAS industries.
• Earn credibility, loyalty, and trust to become the expert advisor and partner customers rely on.
• Manage and streamline the ongoing sales process, responding proactively to customer needs and ensuring high levels of satisfaction.
• Market Johnson Controls' products, programs, and tools effectively to target audiences.
• Conduct quarterly strategic account review sessions, ensuring clients understand and execute agreed sales plans to achieve objectives.
• Strengthen relationships with all key stakeholders, including owners, branch managers, engineers, and sales teams.
• Oversee pricing and margin realization to optimize profitability.
• Promote Johnson Controls' products through trade shows and promotional events, maximizing exposure and demand.
• Generate demand by collaborating with contractors, consulting engineers, and owners through joint calls and engagements.
• Participate in continuous education and training initiatives to enhance organizational knowledge and effectiveness.

Requirements

• Bachelor's degree in Engineering, Business, or equivalent sales and technical experience.
• Minimum of eight years’ progressive, direct sales experience in the HVAC/R and BAS industry.
• Technical proficiency around BAS Product features, benefits, and applications
• Able to relate to people at all levels, communicating both on a technical and non-technical basis.
• Demonstrated exceptional interpersonal, verbal and written communication skills.
• Possesses excellent presentation skills and ability at making one on one and group presentations.
• Able to travel a minimum of 50%.

Benefits

• Competitive Sales Incentive Plan
• Competitive benefits package