Sr. Account Executive CCIPosted: October 30, 2009
Johnson Controls is a world class employer where ingenuity and excellence are welcome. We are a global market leader in Automotive Experience, Building Efficiency and Power Solutions with over 140,000 employees in 125 countries. For over a century, Johnson Controls has been working to find new ways to improve the places where people live, work and travel, which in turn gives our employees the chance to change the world. At Johnson Controls, you• ll be challenged to innovate and encouraged to apply your talent and knowledge in an environment that values teamwork, integrity and diversity. Join us now! Your Ingenuity is welcome! 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. * Sells with minimal supervision, the JCI offerings to building owners and owner representatives at the C-level while reaching optimal levels. * Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customer 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 customers. * 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. * Assists in the development of the team or 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. * 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. * Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment. * Acts as the customers 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. * Acts as a mentor to lower-level sales representatives Qualifications Bachelors degree in business, engineering, or related discipline required. MBA preferred. A minimum of 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%. Job Sales Primary Location DC-Washington Organization Controls North America Please refer to job code 666182 when responding to this ad.
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