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Johnson Controls Inc. Commercial Market Account Executive in Littleton, Colorado

Commercial Market Account Executive (EB00068981206)What you will doUnder general direction, develops long-term customer relationships withassigned accounts, primarily focused on contractors, design-buildcontractors and consultants in the commercial and mid-market HVAC constructionspace selling JCI's complete product offering of HVAC Equipment andControls. Maximizes account penetration of assigned accounts by serving theirfull spectrum of needs, leveraging Johnson Controls' broad portfolio ofHVAC Equipment and Controls offerings. For assigned accounts, seeks forJohnson Controls to become the preferred supplier of HVAC offerings ("lastlook" with contractors, "trusted advisor and default spec" withdesign-build contractors and consulting engineers). Ensures customerretention and growth of assigned accounts and aligns Johnson Controls supportstaff with customer organization. Partners with other local salesrepresentatives to maximize profit generation from accounts through influenceon specifications (design-build contractors, consulting engineers) andmarket pricing (contractors). Partners with Owner Direct accountexecutives to help be the equipment and controls expert for Prime retrofit andreplacement opportunities. Effectively teams with and delegates to internalteammates to ensure customer support and satisfaction. Utilizes sales tools toplan and document progress as well as increase business opportunity inaccounts. Actively bids all offerings across the Johnson Controls line cardwith assigned accounts. Achieves quarterly quotas and annual sales plans.Obtains and closes sales on a monthly basis.How you will do itBuilds partnering relationships with assigned Contractors, design buildcontractors and light commercial contractors primarily in the commercialmidmarket building space to grow relationships, namely with key decisionmakers, and earns preferred partner status across our entire line card ofHVAC Systems offerings. Maintains frequent contact (through face to facecontact when appropriate, telephone and virtual meetings) with thecustomers who most directly influence account penetration. Activelylistens, probes, identifies and addresses concerns. Understands thecustomer's business and speaks their language. Develops credibility,loyalty, trust and commitment.With contractors, performs take-offs and actively bids the full spectrum ofJohnson Controls offerings and helps is design/build situations where we caninfluence the final design. Consistently drives a preference for JohnsonControls products and offerings with assigned design-build contractor andconsultant accounts. Actively influences customers to promote Johnson Controlsacross their project estimating, design and construction teams.Leads or participates on teams in pursuit of individual projects based onaccount assignments, and honors the credit split guidelines to reward teamworkDevelops relationships with internal support, operations, andadministrative staff to ensure customer satisfaction, and quickly addressesissues. Trains and mentors inside sales team to drive customer satisfaction.When applicable, works directly with the CSS (Commercial SystemsSpecialist) in the market to have the CSS assist in obtaining Basis ofDesign, support customer meetings, and jobs site reviews to gain even morecredibility with the customer.Understands JCI System strengths and competitors' weaknesses to ensure JCIis positioned with maximum advantage. Uses existing market and/or industryknowledge to position JCI as the go-to provider for all of their customer'sHVAC needs.Functions as a quarterback or job captain on projects with multiple playerswhich includes responsibility for take-offs, estimating and development ofbid strategy as directed by sales manager.Timely, knowledgeable response to bid requests, specificationdevelopment, and equipment selections.Keeps management informed of progress and account status. Leveragesmanagement with accounts, such as local, area, and/or executive

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