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What you will do

Reporting within the Johnson Controls security business, this role’s main focus is to secure Planned Service Agreements with new and existing customers. This role serves as the subject matter expert for video services and digital services, including proactive health, cyber-security, cloud and/or hosted solutions and more.

The job responsibility for this position is two-fold. One, to add-on service agreements to existing customers or to, make minor modifications to out-of-service locations. Providing Service plans to customers represent a critical need for JCI. Two, to sell our complete services portfolio to new and existing customers.

Our goal is to drive impactful activities, results, and improve service attach rates.

Primary responsibility will be to work daily with district sales leaders (CSMs) in managing the stated metrics (both leading and lagging indicators) such as customer visits, building a pipeline of opportunities, generating proposals and closing business. You will be utilizing all available dashboards and tools such as Salesforce.

How you will do it

• There are many ways to efficiently influence a territory and aggressively manage the out-of-service locations. Each territory has numerous JCI resale/service opportunities. Finding opportunities:


• Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, PowerBI RIF List


• In person and phone customer prospecting customer calls 


• Networking with Centers of Influence, such as property managers


• 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 JCI system, while maintaining assigned sales and service quota and following established guidelines


• Target and grow existing customers with low service penetration e.g. with one service with no service attached


• Market and introduce JCI digital services to existing customers and new prospects


• Target non JCI customers to add services or take over existing service contracts


• 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


• Utilize approved marketing materials to present sales presentation and proposal to prospects, identifying the benefits and advantages of our products and services over those of the competition


• Adhere to current JCI 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
  
   

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 organizations.


• Minimum of 2 years’ experience as a successful commercial sales representative in the physical and electronic security, IT or other technology sales industry.


• Experience selling solutions such as cyber-security, CCTV, access control, fire and life-safety and burglar alarm systems


• Must have technical aptitude and enjoy working with computer systems and electronics.


• Must be high energy and have strong people skills and enjoy and thrive working in a team environment.


• Ability to work a full-time schedule 


• Available for local travel. Possibility for occasional overnight and possible five day training out of state.

Preferred 

• Minimum of 2 years’ experience as a successful commercial sales representative in the physical and electronic security, IT or other technology sales industry.


• Experience selling cyber-security, CCTV, access control, fire and life-safety and burglar alarm systems


• New line demonstrated history of success by consistent ability to meet and exceed quota. 


• College degree preferred. 

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, 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 www.johnsoncontrols.com/careers.