What you will do
He/she will be responsible for delivering and implementing sales channel strategies and delivering results to meet the indirect channel’s key objectives. You will develop a comprehensive understanding of the offering in the market, and work with Product Management to develop differentiated value and be a key contributor to the overall success of the business. Candidate must reside on the West coast.
How you will do it
Drive opportunities from start to close across all internal and external business units.
Strive for long-term customer partnerships in various industry segments.
Establish a high-level technical understanding of the offerings in order to effectively develop value creation and solutions, as well as feedback to Product Management for further development and line extensions.
Partner with Key and Target customers to reach optimal sales levels.
Recommend product solutions and links from customer goals to strategic initiatives to providing a value-added solution and competitive advantage.
Differentiate and leverage Johnson Controls (JCI) product offerings from competitors based on the overall benefit of doing business with JCI.
Create partnering opportunities with the principles responsible for the decision-making process.
Actively listen and probe customers to identify concerns.
Understand the customer's business and speak their language.
Develop credibility, loyalty, trust and commitment.
Manage ongoing sales process, and respond to and anticipate customer needs.
Involvement in the development and execution of account sales.
Use JCI account management principles and Playbook with assigned accounts, you will conduct quarterly strategic account review sessions, and ensure that the customer fully understands and executes appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives identified.
Develop relationships with the key stake holders (Owner, Supply Chain, Engineering, Quality, etc).
Following demand creation strategy, actively pursue new business in the market, inclusive of OEMs and end-users.
Maintain an active cadence in Open Globe/Salesforce ensuring active participation across channels and manage a sustained hit/close rate to meet sales objectives.
What we look for
Bachelor’s degree in Mechanical, Electrical, Computer Engineering or Business Administration.
A strong understanding of manufacturing, building systems and building owner value.
A minimum of 5 years’ of Controls industry experience.
Travel up to 50%.
Experience managing complex accounts and managing across organizational structures.
Demonstrate a strong capacity to handle uncertainty, incomplete data sets, and continuous overlap between technical and business offerings.
Strong collaborative foundation with an empathetic leadership approach.
Able to lead through influence and have strong teamwork and collaborative skills.
Excellent presentation skills to C-Suite leadership audience with both internal and external clients.
Must utilize design & ideation thinking methodology with a continuous creative approach to problem solving.
Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/careers.