Account Exec Security Major Projects - 048915 Jobs, Orlando, Florida | Skilled Trade Jobs

Johnson Controls is a global diversified technology and industrial leader serving customers in over 150 countries. Our 130,000 employees create quality products, services and solutions to optimize energy and operational efficiencies of buildings; lead-acid automotive batteries and advanced batteries for hybrid and electric vehicles; and interior systems for automobiles. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. Through our growth strategies and by increasing market share we are committed to delivering value to shareholders and making our customers successful. JCI is an Equal Opportunity/Affirmative Action employer, and as such does not discriminate in its recruiting and selection process based on disability or handicap status. If you are a person with a disability and you need an accommodation during the application process, please call our Talent Acquisition Hotline at (414)-524-8999 and press option #0.

Pay Grade: 58

Under general direction, sells high value, integrated, bundled and stand-alone fire alarm and other related low voltage technology solutions to contractors, consultants and customers responsible for new construction and renovation building projects. Promotes the JCI value proposition to executive level contractors, consultants and customers by providing comprehensive technology solutions for the customer's business, operational and protective needs. Builds and manages long-term customer relationships/partnerships with key and target general contractors and architectural and engineering principles. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing longterm 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. Leverages monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within each account. Selects and leads customer pursuit teams for major opportunities by combining members from outside the Area and outside the Systems sales team.

PRINCIPAL DUTIES:

Sells, with minimal supervision, the JCI fire alarm offerings persuasively, persistently and confidently to building owners at the C, D and decision-making levels while reaching optimal profit levels. Manages ongoing sales process, develops relationships, responds to and anticipates customer needs. Focuses on a few projects while managing one to two large opportunities at a time. Particularly focuses on selling fire alarm systems and other related building technologies in new construction applications.
Builds partnering relationships with consultants, contractors and customers responsible for the decision-making process to drive the bundled and integrated systems sales of JCI fire alarm offerings. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Understands how to cost-effectively apply fire alarm technologies to meet customer's protection objectives as well as local, national and other Code requirements.
Seeks out, targets and initiates contact with multiple contractors, consultants and customers responsible for the decision-making of systems purchases in new and renovated buildings. Develops network of contacts. Uses JCI sales process within the construction development process to position JCI as only responsible and responsive provider. Qualifies and assesses potential customers.
Addresses customer's operational, environmental and protection objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage.
Positively and credibly influences design and construction with contractors, consultants and customers. 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.
Utilizes applicable sales tools effectively (SMIS, Account Management plan and website, Account Plan and TAS) to plan, communicate and document progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer.
Leads the sales team by building and fostering team relationships across the organization to ensure customer satisfaction.
Assists in the development of the team or Area Office Systems sales and marketing plans and strategies. Targets new customers based on vertical market strategies.
Keeps management informed of progress and account status.
Attends and presents at trade shows. Participates in professional organizations.

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