International Sales Executive - Puerto Rico, United States - Johnson Controls International

Description

Under specific direction, develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners.

Seeks for Johnson Controls to become the preferred supplier of Industrial Refrigeration Systems offerings within their assigned accounts ("last look" with contractors, "default spec" with consulting engineers, "trusted advisor" with account owners).

With assistance, ensures customer retention of assigned accounts.

Partners with other sales representatives and/or agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (contractors).

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.

• Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and contractors while reaching optimal profit levels. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Particularly focusing on selling Industrial Refrigeration bundle equipment and/or Turk Key offering to selected accounts and Vertical Markets.

2- Builds partnering relationships with the owner, owner representatives or contractor responsible for the decision making process to drive the system technology sales of JCI offerings.

Maintains frequent face-to-face contact with the customers who most directly influence account penetration. Addresses customer's concerns and performance lapses. Understands the customer's business and speaks their language.

3- Seeks out, targets and initiates contact with owners, multiple contractors and consultants responsible for the decision making of systems purchases in new and renovated buildings.

Develops network of contacts. Uses JCI Sales process within the construction development process to position JCI as only responsible and responsive provider.

Demonstrates technical knowledge and a solution that matches the customer's project challenge to provide value to the customer and favorably position JCI.

- Positively and credibly influences design and construction with contractors and consultants. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. - Negotiates value, addresses resistance when demonstrated and closes the sale. Differentiates JCI as a total building environment supplier.

Utilizes applicable sales tools effectively (SMIS, Account Management plan and website, Account Plan and TAS) 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 SMIS with a focus on next steps, action items and milestone dates.

• 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 prebid information for discussion and preapproval with upper management. Knows when to call for assistance from manager to keep the sales process moving.
• Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position Johnson Controls. Teams with colleagues on individual projects based on account assignments. 10
• Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.

1- Manages receivables balances in line with JCI objectives and policies.

1- Solicits support from and communicates effectively with internal staff to ensure customer satisfaction. Bachelor's degree in engineering, or related discipline required
English/Expert (Mandatory)
A minimum of five or six years of progressive field sales experience
Experience in HVAC, industrial refrigeration.
Experience in industrial food and beverage oil&gas markets
Extensive experience developing markets in the Caribbean.

#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, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. If you are an individual with a disability and you require an accommodation during the application process, please visit here .