What You Will Do
The Frontline Sales Representative is responsible for driving sales growth by developing and managing relationships with medium-sized customer accounts. This role focuses on offering technically complex or a broad range of building technology solutions, aligned with customer needs and Johnson Controls’ business objectives. You will manage a defined geographic territory, overseeing existing accounts while generating new sales opportunities to achieve assigned targets.
How You Will Do It
Customer Relationship Management
- Build and maintain strong customer relationships at the manager and director levels within assigned accounts.
- Understand customer operational challenges and business priorities, providing tailored solution recommendations.
Sales Execution
- Promote Johnson Controls products, services, and integrated solutions based on identified customer needs.
- Present proposals with the flexibility to adjust pricing and margins within established business guidelines.
- Manage the full sales cycle—including prospecting, qualification, proposal creation, negotiation, and closure.
Account Management
- Maintain regular engagement with existing customers to ensure service satisfaction and identify upsell/cross‑sell opportunities.
- Develop account strategies to expand Johnson Controls’ footprint in the designated territory.
Collaboration
- Work closely with internal teams such as engineering, operations, finance, and service teams to deliver customer value.
- Provide feedback from the field to support continuous improvement of solutions and delivery processes.
Performance Management
- Achieve or exceed monthly, quarterly, and annual sales targets as assigned.
- Prepare accurate and timely sales forecasts, customer activity reports, and pipeline updates.
What We Look For
Required Qualifications
- University degree in Business, Engineering, or a related field; or an equivalent combination of education and experience.
- Minimum of 3 years of experience in field sales, business development, or a customer‑facing commercial role.
Preferred Qualifications
- Experience selling technology-based, integrated, or building systems solutions.
- Strong negotiation and presentation skills.
- Ability to manage multiple accounts and prioritize effectively.
- Familiarity with CRM tools and standard sales reporting practices.
Success Behaviors
- Strong customer orientation and ability to build credibility at multiple organizational levels.
- Self‑driven, results‑oriented, and able to work independently in a dynamic environment.
- Ability to translate technical product knowledge into customer value propositions.