Consultant Account Executive - Application Engineer

What you will do:

Under general direction, develops long-term customer relationships with consulting engineers, owners and design build contractors.  Maximizes account penetration of assigned accounts by serving the full spectrum of their needs, leveraging Johnson Controls’ broad portfolio of HVAC Systems offerings, including Controls and HVAC Equipment. For assigned accounts, seeks for Johnson Controls to become the preferred supplier of HVAC equipment and controls (“trusted advisor and default spec” with consulting engineers and design build contractors, “trusted advisor” with account owners). Ensures customer retention and growth of assigned accounts. Partners with other sales representatives and/or sales agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (design build contractors). Effectively teams with and delegates to internal teammates to ensure customer support and satisfaction. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Educates and supports consultant accounts on a regular basis to obtain Basis of Design specifications. Achieves quarterly quotas and annual sales plans.

How you will do it:

• Builds partnering relationships with assigned Consulting Engineer accounts to earn basis of design (BOD), influence specifications, and lead account and project strategies to grow our account share across our entire line card of HVAC Systems offerings.  Develops and continually refines Account Management Plans to achieve this success. 
• Maintains frequent face-to-face contact with the customers who most directly influence decisions.  Actively listens, probes, identifies and addresses concerns.  Understands the customer's business and speaks their language.  Develops credibility, loyalty, trust and commitment.
• Consistently drives specifications towards the full spectrum of Johnson Controls offerings with consulting engineers and design build contractors, not only earning BOD, but also influencing written specifications to provide value to the customers and differentiation from competitors.  With assigned owner accounts, consistently drives preference for our offerings, favorable specification, and decision making.
• Leads collaborative teams to pursue projects with colleagues, based on account assignments, and honors the credit split guidelines in rewarding teamwork that increases project win rates and profitability.
• Develops relationships with internal support, operations, and administrative staff to ensure customer satisfaction, and quickly addresses issues. Trains and mentors inside sales team to drive customer satisfaction. 
• Understands JCI System strengths and competitors’ weaknesses and drives opportunities to provide JCI with maximum advantage.
• Functions as a quarterback or job captain on projects which includes responsibility for take-offs, estimating and bid strategy as directed by sales manager. 
• Leverages subject matter experts from within Johnson Controls to better position and optimize our first costs and lifecycle costs of proposed offerings and systems, as needed. 
• Conducts technical presentations on JCI offerings and positions oneself as a subject matter expert to assigned accounts.
• Keeps management informed of progress and account status.  Leverages management with accounts, such as local, area, and/or executive leadership engagement and sponsorship, when and where appropriate.
• Utilizes applicable sales tools effectively (Salesforce CRM, Account Management, Account Plan and TAS) to plan, build pipeline of opportunity, and document progress as well as increase penetration of accounts. 
• Develops a solid understanding and remains current on industry standards, pertinent building codes, and best practices for design of HVAC Equipment and Controls systems.
• 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 Owner sales organization to exceed customers' expectations. Owns and facilitates the customer relationship.
• Assists in the development of the team sales and marketing plans and strategies.  Aides in the implementation of these strategies and action plans. 
• Participates in professional organizations for reasons of personal development, customer relationship building, and industry networking within local market community.