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What we offerCompetitive salary
Paid vacation/holidays/sick time- 15 days of vacation first year
Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
Encouraging and collaborative team environment
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A Day in a Life at Johnson Controls | Sales Roles What you will do
This is an Outside Sales role within a Local Market reporting within the Johnson Controls security business, directly to a Security Sales Manager where the main focus is to Secure Renewal agreements with existing customers and identifying NPSA Expansion opportunities. This role serves as the subject matter expert for video services, access control services, intrusion services, fire services, and digital services including proactive health and more.
The job responsibility for this position is two-fold. One, to reactivate, add-on, make minor modifications to out-of-service locations. Resales represent a critical need for Johnson Controls. Not only do Resales help us recapture valuable recurring revenue, but they also bring us new Johnson Controls customers that are a great source for selling additional services. Two, to sell our complete services portfolio to existing customers and ensure that their contracts are Renewed based on contract expiration dates.
Our goal is to drive impactful activities, results, improve attach rates, and retain our existing customer base.
Primary responsibility will be to work daily with district sales leaders (CSMs) in managing the stated metrics (both leading and lagging indicators), utilizing all available dashboards and tools.
How you will do it
There are many ways to efficiently influence a territory and aggressively manage the Existing customer base and out-of-service locations. Each territory has numerous Johnson Controls resale/service/renewal opportunities. Finding opportunities:
- Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, Power BI RIF List
- Pre-Call Planning, Targeted On-Site Engagements, Renewal Acceleration Calls
- Networking with Centers of Influence, like property managers
- Face-to-face marketing in a given area
- Follow the SPIN Selling Sales Call Process, assuring the customer understands our value proposition
- Sell services and upsell products within the assigned territory to existing customers, new customers, as well as customers who have a previously discontinued Johnson Controls system, while maintaining assigned sales and service quota and following established guidelines
- Target and grow existing customers with expired contracts / contracts set to expire within 12 months, and accounts with low service penetration e.g.
- With one service
- With no service attached
- Market and introduce Johnson Controls digital services to existing customers
- Utilize approved marketing materials to present in-person sales presentations and proposals to existing customers, identifying the benefits and advantages of our products and services over those of the competition
- Identify prospects by using creative lead-generating techniques, including data mining; leveraging the PowerBI RIF Database
- Add-on, amend, convert existing customer systems to meet the customers’ expectations
- Adhere to current Johnson Controls policies, procedures, products, programs and services
- Follow up with prospects
- Prepare final contract for signature
- Process work order and complete all paperwork in accordance with approved and standardized procedures
- Post-installation follow-up by contacting customers, ensuring commitments were met
- Maintain customer retention
- Customer Facing vs. Office: 70% / 30%
What we look for
Required:
- High school degree or equivalent required.
- Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizations
- Ability to work a full-time schedule
- Available for local travel
Preferred:
- College degree preferred.
- Minimum of 2 years’ experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota.
HIRING SALARY RANGE: $53,000 - $71,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package.
For details, please visit the About Us tab on the Johnson Controls Careers site at
About us - Johnson Controls Careers
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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. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.