With a successful track record, this position is designated as being in line for promotional growth.
What you will do
The Business Development Director - Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a seasoned professional with a proven track record of success selling Infrastructure renewal programs across government and multifamily buildings facilities, which results in reducing energy costs, water loss, and creating quality work environments for our customers. An individual who has a strong understanding of State & Federal decision-making and influencers and an interest in emerging technologies and innovation.
Under general direction, responsible for the sale of large, complex, bundled offerings to C Level decision makers. Promote the JCI value proposition at the executive 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 opportunities. 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 on our vertical markets that include low-income and multifamily housing, assisted living facilities, and military housing.
How you will do it
• Lead ongoing discussions with Department of Energy, Housing and Urban Development, State Energy Offices, and other federal/state entities.
• Focus 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 customers.
• Build partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings. Manage ongoing sales process, develop relationships, respond to and anticipate customer needs. Actively listen, probe, and identify concerns. Understand the customer's business and speak their language. Demonstrate financial and business acumen to develop credibility, loyalty, trust, and commitment.
• Seek out, target and initiate contact with prospective customers. Develop a network of contacts. Understand and leverage sales process checkpoints as well as demonstrate evidence of gaining small trial closes and commitments. Qualify and assess potential customers. Refer leads to other business segments.
• Address customer's financial, business, operational, and environmental objectives, needs, and requirements. Recommend solutions that match the customer’s business and financial challenges. Differentiate JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.
• Maximize assigned Project Development Engineering resources effectively and efficiently. Ensure the customer and JCI receive maximum value from dedicated and assigned resources. Engage 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 write, present, and communicate proposals. Secure major opportunities using financial agreements. Negotiate value, address resistance when demonstrated, and close the sale.
• Utilize applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverage JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manage 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.
• Lead the sales team by building and fostering team relationships to ensure customer satisfaction. Solicit support from and communicate effectively with internal staff. Develop relationships with Systems and Service sales organization to exceed customers' expectations. Own and facilitate the customer relationship.
• Act as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Set appropriate customer expectations on JCI product and service offerings. Participate in final project inspection. Ensure that the customer is trained and oriented to system operation or the value of services delivered.
• Assist in the development of the team sales and marketing plans and strategies. Aid in the implementation of these strategies and action plans. Target new customers based on vertical market strategies, enabling legislation, and regulations.
• Keep management informed of progress and account status. Know when to call for assistance from upper management to keep the sales process moving.
• Attend and present at trade shows and professional organizations.
What we look for
Bachelor’s degree in business or related discipline required. A minimum of five to seven years of progressive field sales experience at the C-level. Proven sales record. Prefer someone with experience selling outcome-based solutions into the Government/Multifamily Housing verticals. Excellent initiative and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability to travel 45%.
Who we are
Johnson 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 EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit
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