Download RESPONSIBILITY LEVEL: Under general direction, responsible for

RESPONSIBILITY LEVEL:
Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed
savings to high potential, solution sales customers at the C-level. Promote the JCI value proposition
at the executive level (C-level) by providing solutions to the customer’s business and financial
challenges. Builds and manages long term customer relationships/partnerships with key and target
building owners. Responsible for customer satisfaction. Executes the sales process to aid in
cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales
and guaranteed savings opportunities. Positions renewable service agreements and guaranteed
savings as the foundation of managed account relationships. Utilizes sales tools to plan and document
progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain
progressive commitments from the customer. Seeks to expand the depth and breadth of offerings
within that account. Select account team on key and target customers. Focused in a vertical market.
PRINCIPAL DUTIES:
1. Sells, with minimal supervision, the JCI offerings persuasively, persistently and
confidently to building owners and owner representatives at the C-level while reaching
optimal profit levels. Particularly focusing on selling performance contracting while
ensuring that we achieve maximize share of customers business. Focuses on demonstrating
value at the executive level by providing solutions to business and financial challenges as
well as working through gateways to achieve joint planning status. Sells, renews and
expands renewable service agreements, including multi-year agreements, to both new and
existing customer.
2. Builds partnering relationships with the economic buyer, owner or owner representatives
responsible for the decision making process to drive the solution sales of JCI offerings.
Manages ongoing sales process, develops relationship, responds to and anticipates
customer needs. Actively listens, probes and identifies concerns. Understands the
customer's business and speaks their language. Demonstrates financial and business
acumen to develop credibility, loyalty, trust and commitment.
3. Seeks out, targets and initiates contact with prospective customers. Develops network of
contacts. Understands and leverages sales process checkpoints as well as demonstrates
evidence of gaining small trial closes and commitments. Qualifies and assesses potential
customers. Refers leads to other business segments.
4. Addresses customer's financial, business, operational and environmental objectives, needs
and requirements. Recommends solutions that match the customer’s business and financial
challenges. Differentiates JCI services and products from competitors based on business
benefits and knowledge of competitor’s business strategies.
5. Maximizes assigned Project Development Engineering resources effectively and
efficiently. Ensures the customer and JCI receive maximum value from dedicated and
assigned resources. Engages appropriate sales support resources determined by the JCI
sales and business process, including COE (construction management services), energy
and operational engineering and technical support, financial and legal resources, etc.
6. Effectively writes, presents and communicates proposals. Secures major opportunities
through the use of financial agreements. Negotiates value, addresses resistance when
demonstrated, and closes the sale.
7. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and
TAS) to plan and document progress as well as increase business opportunity in accounts.
Leverages JCI sales process monthly checkpoints to gain progressive commitments from
the customer. Manages the sales process steps of the pipeline with a focus on completing
the Opportunity Action plan and meeting the milestones in the customer’s buying process.
8. 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 Systems and Service sales organization to exceed customers'
expectations. Owns and facilitates the customer relationship particularly when selling
Performance Contracting initiatives.
9. Acts as the customer’s advocate in interactions with the JCI organization to ensure the
customer obtains the best value from the JCI offerings. Sets appropriate customer
expectations on JCI product and service offerings. Participates in final project inspection.
Ensures that the customer is trained and oriented to system operation or the value of
services delivered.
10. Assists in the development of the team or Area Office Solution sales and marketing plans
and strategies. Aides in the implementation of these strategies and action plans. Targets
new customers based on vertical market strategies.
11. Keeps management informed of progress and account status. Knows when to call for
assistance from upper management to keep the sales process moving.
12. Attends and presents at trade show. Participates in professional organizations.
REQUIREMENTS:
Bachelor’s degree in business, engineering, or related discipline required. MBA preferred. A
minimum of five to seven years of progressive field sales experience at the C-level. Excellent
initiative, and interpersonal communications skills. Demonstrated ability to influence the market at
key levels. Ability to travel 50%.
TO APPLY:
Please send resume directly to Yuliya Samoylenko – [email protected]