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What you will do
Workingin an assigned area, the Major Account Executive is responsible for developingand expanding business with large existing and new commercial accounts thatspan multiple territories. Incumbent is responsible for account management forlarge commercial accounts that span multiple territories as well as designatedvertical accounts. This rep will have a commanding knowledge of our productline, as well as that of our services. Major Account Executive isresponsible for sale of more sophisticated, integrated solutions and products.Provides input such as, relevant market information relating to sales,competition and marketing strategies, vision and goals.
How youwill do it
Adhereto current Johnson Controls policies, procedures, products, programs andservices.
Createnew market share by selling a broad range of Johnson Controls products andservices to designated new and existing regional and vertical market commercialcustomers
Sellintegrated solutions to regional named accounts; sales consisting of integratedvideo surveillance, access control and other networked applications, as well asall fire sales. Fire jobs, where NICET certification and an understanding oflocal municipal codes are required will be estimated, confirmed, and sold bythis individual.
Add-on,amend, convert existing customer systems to meet the customers' expectations.
Renewexisting customer agreements.
Drivewider and deeper account penetration with new and existing accounts throughfrequent proactive contact with corporate accounts; building, expanding andmaintaining strong relationships with multiple departments (facilities, lossprevention, IT, finance) and key decision makers at multiple levels withincustomer organizations.
Contactand secure potential new major account business and maintain existing businessthrough:
oContactcorporate accounts both in person and by phone;
oRepresentthe company at trade shows.
oContactexisting and potential customers on a regular basis
Identifyprospects utilizing creative lead-generating techniques and maintain productiveworking relationships with existing customers.
Independentlyestablish call plans and customer follow-up strategies, and apply time andterritory management techniques.
Followup with prospects on a frequent and timely basis.
Maintainan in-depth knowledge of complete line of products/services and customers'issues and needs through in-house training, networking and reading/research.
Obtainreferrals and work with Centers of Influence.
Processwork order and complete all paperwork in accordance with approved andstandardized procedures.
Conductpost installation follow-up by contacting customer, ensuring commitments weremet and affirming customer satisfaction once the customer has been in service.
What welook for
Minimumof 10 years experience as a successful commercial sales representative in thesecurity, IT or other technology sales industry, including three (3) years ofmajor accounts sales, demonstrated by the consistent ability to meet and exceedquota.
Excellentoral, written and presentation skills with the ability to present to seniorlevel executives within the customer and Johnson Controls organizations:
DevelopingDirect Reports & Others
Validdriver's license with clean driving record
Abilityto work a full time schedule
Availablefor local/regional travel, which may include nights and weekends to accommodatecustomer's schedule
At Johnson Controls, wereshaping the future to create a world thats safe, comfortable and sustainable.Our global team creates innovative, integrated solutions to make cities moreconnected, buildings more intelligent and vehicles more efficient. We arepassionate about improving the way the world lives, works and plays. The futurerequires bold ideas, an entrepreneurial mind-set and collaboration acrossboundaries. You need a career focused on tomorrow. Tomorrow needs you.
Johnson Controls offers a highly competitivecompensation and benefits plan including medical, dental, prescriptioncoverage, flexible spending accounts, paid life insurance, matching401(k), ongoing training, tuition reimbursement and more. Being a part of aglobal company like Johnson Controls affords you exposure to global careerpathing opportunities.
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