Johnson Controls Account Manager - HVAC Systems Product Sales in Alberta, Canada
Under general direction, is responsible for growing products sales volume and meeting set sales plans and objectives through ABCS (Authorized Building Controls Specialist) channel accounts. Uses and promotes the use of account management process to aide in cultivating and managing long term relationships and in seeking out new sales opportunities. Works with the customer’s sales and management to deploy new Building Automation and Energy Management product offerings and upgrades and ensures they are informed and trained on the products, features, value proposition, and pricing. Represents our Facility Explorer and Metasys product and technology offerings during sales process to end customer. Works with the assigned ABCS’s as the liaison from Johnson Controls to manage channel conflicts, deploy new products and upgrades and increase the sales of the product portfolio. Product portfolio includes Johnson Controls products used in the heating, ventilation and air-conditioning (HVAC) industry. Knows and understands each ABCS contract and enforces the commitments within that contractual agreement. Ensures compliance with provincial, local and Federal legal requirements and operates the with the highest business ethics. Acts as the local expert for products and technology sold to the ABCS Distribution Sales Channel.
External/Internal Relationships: The Account Manager, ABCS Contractor and Distribution Sales is responsible for delivering the products revenue and margin plans for ABCS channel accounts. In their role, Account Manager will need to establish and sustain important external relationships with key executives and employees in the ABCS account in the following ways:
· Activity involved in Regional industry associations (ASHRAE, HRAI, HARDI).
· Face-to-face networking with mechanical contractors, general contractors, construction firm leaders, engineering consultants, real estate leaders, building owners, business and professional leaders when appropriate.
· Participating in industry, customer, and product trade shows.
Works with the ABCS customers’ management team and sales managers to enable products sales growth in their organization. Works with the ABCS customers’ sales force by conducting technical presentations to end customer, deploying new products and upgrades. Informs and trains sales on the features, value, and advantages of our product offerings and ensures they have the appropriate sales collateral. When appropriate, assists sales and estimators with product offering on bids. Works with the ABCS customers’ management team and sales managers to obtain annual volume and growth objective for the Products and Distribution business. Participates in national strategic programs regarding pricing, sales promotions, marketing programs, alternative channel development, sales force development, new product offerings, tools and applications. Works with the Controls Group Technology (Product Management and Engineering) organization to provide feedback to product engineering and product management for product and feature enhancements and customer requirements. Provides competitive analysis of local marketplace and obtains assistance for technical expertise, sales assistance and market development activities.
Assists ABCS customers’ in selling product offerings to reach optimal sales and profit levels. Responsible for meeting assigned product sales goals and objectives.
Recommends product solutions and links to customer objectives to total value solution and competitive advantage. Differentiates and leverages Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls.
Creates partnering opportunities with the principles responsible for the decision making process. Actively listens, probes and identifies concerns. Understands customer's business and speaks their language. Develops credibility, loyalty, trust and commitment. Manages ongoing sales process and responds to and anticipates customer needs.
Using account management principles in the assigned accounts, conducts quarterly strategic account review sessions, semi-annually prepares and conducts “joint team meetings” for assigned JCI team members along with identified key players in the strategic account. Builds and fosters team relationships within the team to ensure customer satisfaction.
Acts as the liaison for Johnson Controls to the ABCS regarding contractual commitments, technical product support, and deploying new products offerings, upgrades, and features.
Reads, understands and documents the content and interpretation of all ABCS contracts within their assigned Region. Enforces ABCS channel account and branch to uphold commitments to contractual agreement.
Provides input on market focus for ABCS channel accounts, rationalize their assigned ABCS portfolio, recruits new ABCS channel accounts with approval from RPDM.
Ensures that the customer fully understands and executes appropriate actions towards the co-developed sales and marketing plans to achieve the sales goals and objectives identified.
Involved in the development of team sales and marketing plans and strategies. Based on observations coupled with a thorough understanding of the accounts, draws on the resources at hand to drive the customer’s business to mutually agreed upon objectives.
Includes member(s) of the management team to “touch” principles of key and targeted customers to keep the sales process on track.
Maintains a “farm system” of the key and targeted customer list. Frequently rationalizes the current key and targeted customer portfolio, ensuring resources are focused on those customers with growth potential.
Participates with Product and Program Management Teams within Global Technology by providing customer feedback on products and features as well as competitive information within their Region.
Bachelor's degree in Engineering, Business, or equivalent sales and technical experience. Minimum of eight year’s progressive, direct sales experience, preferably in the HVAC/Controls industry with demonstrated track record of success. Able to relate to people at all levels, communicating both on a technical and non-technical basis. MBA is preferred. Demonstrated exceptional interpersonal, verbal and written communication skills. Possesses excellent presentation skills and proficiency at making one on one and group presentations. Able to travel a minimum of 50%.
Job: *Sales & Marketing
Organization: *Building Efficiency
Title: Account Manager - HVAC Systems Product Sales
Requisition ID: WD30032949287