Business Development Director - Performance Infrastructure
Company: Johnson Controls
Location: Irving
Posted on: October 7, 2024
Job Description:
What you will doThe Business Development Director Energy
Solutions position is part of our Sustainable Infrastructure
business at Johnson Controls. We are seeking a seasoned sales
professional with a proven track record of success selling
performance contracts for commercial buildings, which results is
reducing energy costs for our customers. Come join our successful
team.Under general direction, responsible for the sale of large,
complex, bundled offerings with guaranteed savings to high
potential, solution sales customers at the C-level. Promote the JCI
value proposition at the executive level (C-level) by providing
solutions to the customer's business and financial challenges.
Builds and manages long term customer relationships/partnerships
with key and target building owners. Responsible for customer
satisfaction. Executes the sales process to aid in cultivating and
managing long-term relationships and in seeking out, qualifying and
closing new sales and guaranteed savings opportunities. Positions
renewable service agreements and guaranteed savings as the
foundation of managed account relationships. Utilizes sales tools
to plan and document progress as well as increase business
opportunity in accounts. Leverage monthly checkpoints to gain
progressive commitments from the customer. Seeks to expand the
depth and breadth of offerings within that account. Select account
team on key and target customers. Focused in a vertical market.How
you will do it
- Sells, with minimal supervision, the JCI offerings
persuasively, persistently and confidently to building owners and
owner representatives at the C-level while reaching optimal profit
levels. Particularly focusing on selling performance contracting
while ensuring that we achieve maximize share of customers
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 customer.
- 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. Understands the customer's business and speaks their
language. Demonstrates financial and business acumen to develop
credibility, loyalty, trust and commitment.
- Seeks out, targets and initiates contact with prospective
customers. Develops network of contacts. Understands and leverages
sales process checkpoints as well as demonstrates evidence of
gaining small trial closes and commitments. Qualifies and assesses
potential customers. Refers leads to other business segments.
- Addresses customer's financial, business, operational and
environmental objectives, needs and requirements. Recommends
solutions that match the customer's business and financial
challenges. Differentiates JCI services and products from
competitors based on business benefits and knowledge of
competitor's business strategies.
- Maximizes assigned Project Development Engineering resources
effectively and efficiently. Ensures the customer and JCI receive
maximum value from dedicated and assigned resources. Engages
appropriate sales support resources determined by the JCI sales and
business process, including COE (construction management services),
energy and operational engineering and technical support, financial
and legal resources, etc.
- 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.
- Utilizes applicable sales tools effectively (Salesforce,
Account Management, Account Plan and TAS) to plan and document
progress as well as increase business opportunity in accounts.
Leverages JCI sales process monthly checkpoints to gain progressive
commitments from the customer. Manages the sales process steps of
the pipeline with a focus on completing the Opportunity Action plan
and meeting the milestones in the customer's buying process.
- 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 Systems and Service sales organization to exceed
customers' expectations. Owns and facilitates the customer
relationship particularly when selling Performance Contracting
initiatives.
- Acts as the customer's 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.
- Assists in the development of the team or Area Office 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.
- Keeps management informed of progress and account status. Knows
when to call for assistance from upper management to keep the sales
process moving.
- Attends and presents at trade show. Participates in
professional organization.What we look forBachelor's degree in
business, engineering, or related discipline required. MBA
preferred. A minimum of five to seven years of progressive field
sales experience at the C-level. Prefer someone with experience
selling energy solutions performance contracts and a background
selling into the Government/higher education verticals. Excellent
initiative, and interpersonal communications skills. Demonstrated
ability to influence the market at key levels. Ability to travel
50%.Who we areJohnson Controls 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,
status as a qualified individual with a disability, or any other
characteristic protected by law. For more information, please view
. If you are an individual with a disability and you require an
accommodation during the application process, please visit .
Keywords: Johnson Controls, Mansfield , Business Development Director - Performance Infrastructure, Executive , Irving, Texas
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