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As a Sales Engineer you will be responsible for the sale of HVAC Control Systems, equipment, and building automation to primary decision makers with contractors and consultants of new and renovated buildings. Builds and manages long term customer relationships/partnerships with mechanical contractors and MEP consultants.  Responsible for customer satisfaction.  Promote the JCI value proposition to contractors and consultants by providing technical solutions to the customer's business and operational needs as well as demonstrating applicable technical knowledge. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying, and closing new sales opportunities.  Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts.  Obtain and close sales on a monthly basis. Seeks to expand the depth and breadth of offerings within that account.

PRINCIPAL DUTIES:

1. With direction from the Systems Manager/Branch Manager, sells the JCI offerings persuasively, persistently and confidently to building owners at the D-level while reaching optimal profit levels. Focuses on design of new construction and renovation of existing buildings.  Manages ongoing projects particularly focusing on selling HVAC Control Systems, equipment, and building automation.
2. Builds partnering relationships with the contractors and consultants responsible for the decision making process to drive the system sales of JCI offerings.  Actively listens, probes and identifies concerns.  Understands the customer's business and speak their language.  Learns to use demonstrated technical expertise to develop credibility, loyalty, trust and commitment.
3. Seeks out, targets and initiates contact with multiple contractors and consultants. Keeps manager informed of changes in the marketplace.  Develops network of contacts.  Observes checkpoints in the sales process that is buyer driven such as bid documents.  Learns to demonstrate technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position JCI.  Under direction from the Systems Manager/Branch Manager, qualifies and assesses potential customers.  Refers leads to other business segments.
4. Targets information and JCI contributions towards customer.  Addresses customer's operational and environmental objectives, needs and requirements.  Recommends solutions and links customer objectives to total value solution and competitive advantage.  Applies knowledge of competitor's business strategies, control products and solutions to favorably differentiate JCI from them.
5. Positively and credibly influences design and construction with contractors and consultants.  Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.  Verifies new proposals and bids with manager prior to customer presentation.  Effectively writes, presents and communicates bids. Negotiates value, addresses resistance with demonstrated and closes the sale.  Differentiates JCI as a total building environment supplier.
6. Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts.  Leverage JCI sales process to close sales quickly.  Manage the high activity of the pipeline in SMIS with a focus on bid documents, bid date, close of sale date.
7. Solicits support from and communicate effectively with internal staff to ensure customer satisfaction.  Develops relationship with Solution and Service sales organization to exceed customers' expectations.
8. Keeps management informed of progress and account status.  Calls for assistance from manager to keep the sales process moving.
9. Attends and presents at trade show.

Qualifications

To qualify:

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Your background should include a bachelor's degree in engineering or related discipline;

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Ability to develop the skills and knowledge to meet established standards within 2-3 years of hire;

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Excellent initiative, and interpersonal and communication skills.

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Previous HVAC sales experience preferred.

In exchange for your talent and expertise, we offer a highly competitive base salary plus commission and comprehensive benefits package.  Johnson Controls is committed to investing in employee training and development.  We offer comprehensive programs that combine classroom and field orientation.  These development opportunities provide the foundation to prepare you for your new role.

Job
Sales

Primary Location
IL-Peoria

Organization
Controls North America