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Account Coverage Representative Owner in Red Deer at Johnson Controls

Date Posted: 12/8/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Red Deer
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    12/8/2018

Job Description

Account Coverage Representative Owner
 
We are currently looking for an Account Coverage Representative Owner to join our team in Red Deer, Alberta.
 
What you will do:
  • Under general direction is responsible for the sale of Johnson Controls (JCI) offerings to owners at the Facilities Management and/or Director level.
  • Promote and sell the Johnson Controls maintain, repair and replacement technical solutions to building owners.
  • Rapidly responds to all types of sales leads including; customer requests for information, and proposals.
  • Sells service maintenance agreements with existing and new customers, while leveraging JCI differentiators and innovations.
  • Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales opportunities.
  • Responsible for customer satisfaction and loyalty with assigned managed accounts.
  • Tracks sales activities on a daily and weekly basis in a CRM and utilizes sales tools to regularly grow the pipeline.
  • Seeks to continually develop sales skills and to enhance knowledge of the JCI product and service offerings.
  • The Account Coverage Representative Owner reports to the Strategic Account Sales Manager.
  • The Account Coverage Representative Owner does not have any direct reports.
 
How you will do it:
  1. Sells JCI offerings, with regular collaboration with the service operations team, persuasively, persistently and confidently to building owners at the facilities management and/or director level while reaching optimal profit levels. Focuses on improving the existing and new facilities to allow the building owner to achieve business objectives.  Manages multiple, ongoing, opportunities. Sells, renews and expands renewable service agreements to both new and existing assigned customers.
  2. Builds partnering relationships with the owner or owner representatives responsible for the decision-making process to drive the sale of JCI offerings.  Actively listens, probes and identifies concerns.  Understands the customer's business cycle and industry.  Demonstrates technical and business expertise and maintains a high level of credibility. Garners loyalty, trust and commitment from the customer.
  3. Seeks out, targets and initiates contact with multiple prospective customers in alignment with JCI strategy.  Qualifies and assesses potential customers.  Develops and maintains a network of industry contacts.  Understands and leverages the sales process outcomes as well as demonstrates evidence of advancing the sell.  Shares technical knowledge plus business expertise with the customer to match the solution to the customer’s operational need and favorably position JCI. 
  4. Addresses customer's operational and environmental objectives, needs and requirements.  Recommends solutions and links customer objectives to total value solution and competitive advantage.  Differentiates JCI services and products from competitors by applying creativity, ingenuity, and innovation in a value added sales approach.
  5. Frequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysis.  Effectively writes, and presents proposals. Negotiates value, addresses resistance and closes the sale.  Differentiates Johnson Controls as a total building environment supplier.
  6. Utilizes applicable sales tools, including NACE, to effectively plan and document progress as well as increase business opportunity in accounts.  Leverages Johnson Controls sales process to close sales quickly.  Manages the high activity of the pipeline in the managed system with a focus on sales phase, close date, and probability of a close as well as other pertinent information to accurately forecast the business.
  7. Acts as the customer’s advocate in interactions with JCI to ensure the customer obtains the best value from JCI offerings.  Participates in ensuring customer satisfaction including; review of operational efficiency, progress toward customer KPI’s and final project implementation.  Ensures that the customer is trained and oriented to system operation and the value of services delivered.
  8. Actively establishes a “mentee” relationship with a subject matter expert within the branch to assist with their development as a technical sales person, with the goal of enhancing his or her productivity.

Job Requirements

What we look for:
 
Required:
  • University technical four-year degree such as engineering or a combination of a two-year technical degree and five years of HVAC and/or DDC technical field experience
  • Demonstrated commitment to integrity and quality in business
  • Strong interpersonal communication and collaborative skills
  • Proficiency in Microsoft Word, Excel, PowerPoint and Outlook
  • Two (2) years field sales experience
  • Demonstrated ability to influence key decision makers
  • Proficiency in Salesforce or other CRM software
  • Experience estimating HVAC retrofits and repairs
 
Who we are
 
At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.