Under specific direction, responsible for the sale of Systems, equipment, and building automation to primary decision makers with General contractors and consultants of new and renovated buildings.
Builds and manages long-term customer relationships/partnerships with General contractors and consultants. Responsible for customer satisfaction. Promote the JCI value proposition to contractors and consultants by providing technical solutions to the customer’s business and operational needs as well as demonstrating applicable technical knowledge. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying, and closing new sales opportunities. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Obtain and close sales on a monthly basis. Seeks to expand the depth and breadth of offerings within that account.
With direction from the Systems Manager, sells the JCI offerings persuasively, persistently and confidently to building owners and general contractors while reaching optimal profit levels. Focuses on design of new construction and renovation of existing buildings.
Builds partnering relationships with the owners, General contractors and consultants responsible for the decision making process to drive the sales of JCI offerings. Actively listens, probes and identifies concerns. Understands the customer's business and speak their language. Learns to use demonstrated technical expertise to develop credibility, loyalty, trust and commitment.
Seeks out, targets and initiates contact with multiple general contractors and consultants. Keeps manager informed of changes in the marketplace. Develops network of contacts. Observes checkpoints in the sales process that is buyer driven such as bid documents. Learns to demonstrate technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position JCI. Under direction from the Systems Manager, qualifies and assesses potential customers. Refers leads to other business segments.
Targets information and JCI contributions towards customer. 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.
Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Verifies new proposals and bids with manager prior to customer presentation. Effectively writes, presents and communicates bids. Negotiates value, addresses resistance with demonstrated and closes the sale. Differentiates JCI as a total building environment supplier.
Utilizes applicable sales tools effectively to plan and document progress as well as increase business opportunity in accounts. Leverage JCI sales process to close sales quickly.
Solicits support from and communicate effectively with internal staff to ensure customer satisfaction. Develops relationship with Solution and Systems sales organization to exceed customers' expectations.
Keeps management informed of progress and account status. Calls for assistance from manager to keep the sales process moving.
Attends and presents at trade show. Participates in professional organizations.
In addition to the above mentioned tasks, other activities and responsibilities may be individually defined.
Follow all Health & Safety and Environmental requirements that are defined on work instructions or communicated in training.
Follow required emergency prevention and operational controls.
Report all accidents, occupational illnesses and emergencies.
Apply, execute and maintain function related quality issues.
Bachelor’s Degree in Business, Engineering or related discipline required.
Min. 3 years progressive field sales experience in the BMS(Building Management Systems) Controls,Design and sales)
Preferably a mixed experience in BMS and Controls.
Excellent initiative, and interpersonal communications skills.
Demonstrated ability to influence the market at key levels.