Sales Executive (Account Executive) Industrial Refrigeration & Heat pumps

What you will do?

Under specific direction, develops long-term customer relationships with assigned accounts.  Seeks for Johnson Controls to become the preferred supplier of Industrial Refrigeration and Heat pump system offerings within their assigned accounts “trusted advisor” with account owners). With assistance, ensures customer retention of assigned accounts.  Partners with other sales representatives to maximize profit generation from accounts. 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 opportunities.  Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Achieves quarterly quotas and annual sales plans. Obtains and closes sales on a monthly basis.

How you will do it?

1 – Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to (global) key customers. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Particularly focusing on selling Industrial Refrigeration and Heat pump equipment and/or Turn Key offering to selected accounts in international food & beverage markets.

2- Builds partnering relationships with the owner, owner representatives or contractor responsible for the decision making process to drive the sales of JCI offerings. Maintains frequent face-to-face contact with the customers who most directly influence account penetration.  Actively listens, probes and identifies concerns.  Addresses customer’s concerns and performance lapses.  Understands the customer's business and speaks their language.  Develops credibility, loyalty, trust and commitment.

3- Seeks out, targets and initiates contact with owners, multiple contractors and consultants responsible for the decision making of systems purchases in new and existing systems. Develops network of contacts. Demonstrates technical knowledge and a solution that matches the customer’s project challenge to provide value to the customer and favorably position JCI. Refers leads to other business segments. Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Applies knowledge of competitor’s business strategies, control products and solutions to favorably differentiate JCI from them.

4 – Positively and credibly influences design and construction. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Effectively writes, presents and communicates bids.

5 – Negotiates value, addresses resistance when demonstrated and closes the sale. Differentiates JCI as a total supplier. Utilizes applicable sales tools effectively  to plan, communicates and documents progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages process steps of the pipeline in Salesforce with a focus on next steps, action items and milestone dates.

6 – Assists in the development of the team or Area Office Systems sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans.

7- Keeps management informed of progress and account status. Assess opportunities risks and prepare pre-bid information for discussion and pre-approval with upper management. Knows when to call for assistance from manager to keep the sales process moving.

8 – Demonstrates technical knowledge by writing the specification and quotations (in close cooperation with lead designers). Keep up to date in the latest technologies with Refrigeration Systems and Heat Pumps using Natural Refrigerants (Ammonia, CO2,  etc).

9 – Prospects, qualifies and assesses potential opportunities.  Teams with colleagues on individual projects.  Honors the credit split guidelines and refers leads to other business segments.

10 – Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.

11 – Manages receivables balances in line with JCI objectives and policies.

12 – Solicits support from and communicates effectively with internal staff to ensure customer satisfaction.  Develops relationships with other BE organizations (ie: Solutions, Service, etc) to exceed customers' expectations.

13 – Attends and presents at trade show and customer events. Participates in professional organizations.

What we look for?

• Bachelor’s degree in engineering, or related discipline required
• English/Expert (Mandatory), Dutch language skills highly preferred
• A minimum of ten years of progressive field sales experience in capital industrial goods
• Experience in Industrial refrigeration and/or HVAC
• Extensive experience in consultative selling
• Experience in industrial food and beverage or chemical  markets
• Extensive experience developing markets.
• International experience

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