Johnson Controls Enterprise Strategic Account Executive in Ontario, Canada
Under general direction, provides sales leadership to establish and develop strategic account executive level business relationships to achieve profitable results, primarily with target CBRE GWS accounts. Develops and executes enterprise account executive level selling strategies, targeting specific enterprise customers. The Strategic Account Executive’s primary role is to increase the penetration of target CBRE GWS customers through delivering a wide range of JCI offerings and leveraging all the capabilities of JCI. After the customer relationship has deepened and the JCI share of wallet has increased to Key account status, the Strategic Account Executive is responsible to transition relationships and account management responsibilities to an assigned JCI Account Team. On-going account management responsibilities are maintained by the Strategic Account Manager, who may request assistance from the Strategic Account Executive on specific opportunities from time to time.
Responsible to deliver sales results through sales of the entire JCI product and service offerings. Provide direct sales activity to secure strategically important accounts and opportunities. Transition long term account management responsibility to a Strategic Account Manager (SAM) or Customer Business Manager (CBM). Target assigned CBRE GWS accounts to develop business and financial solutions. When required remain engaged with the account through the Strategic Account Manager or Customer Business Manager and become involved in finalization of strategic opportunities as requested
Identify specific accounts and opportunities as targets. Provide initiative oversight. Support regional and branch sales resources to develop projects and opportunities. Assists SAMs, CBMs, and/or regional/branch account teams in planning, organizing and building the sales and support team competencies necessary to sell, develop, and deliver advanced JCI offerings.
Seek out, target and initiate contact with major prospective customers within assigned vertical markets. Develop network of contacts. Qualify and assess targeted account.Build influential partnering relationships with the assigned accounts. Fully understand customer’s goals, objectives and business needs. Target information and JCI solutions based on customer’s requirements. Recommend solutions that serve the customer’s business objective. Differentiate JCI products and services from competitors. Leverage the CBRE / JCI strategic partnership to create client value in support of the CBRE Alliance Team.
Develop and manage strategically important relationships that further business development activity. Build alliances that support our advanced solutions business proposition; alliances that develop competency, brand, and secure work. Work closely with all pertinent internal JCI functions to monitor and analyze market trends and competitive issues and to garner internal support and knowledge as required to advance the JCI presence in enterprise accounts.
Partnering with regions and branches, practice Target Account Selling techniques and disciplines to execute a strategic selling approach that will increase the value that we deliver to our customers. Conduct effective TAS reviews at least twice on all major opportunities pursued with enterprise accounts.
Responsible for driving the sales process from Target to Close on opportunities where the SAE is the lead sales, this includes creating and ensuring estimates are accurate and reflect the scope of work desired by the customer. The SAE will also participate in the sales process on opportunities where the SAE may not be the lead on the opportunity, but will participate as a team member
Tracks all opportunities with each assigned account using approved systems and qualifies all opportunities using the established JCI sales process
Provides pipeline across assigned accounts as required to the associated leadership teams. Forecasts and tracks growth against the account plan.
Engages appropriate sales support resources determined by the JCI sales and business development process, including functional experts/subject matter experts, energy, operational, engineering, technical, financial, and legal support when necessary.
Develops credibility, loyalty, trust, and commitment within assigned relationships. Demonstrates sound decision making with politically astuteness.
Ability to work within a matrix organization and work closely with all business divisions to meet very short deadlines often requiring long periods of continuous work. Able to think strategically, manage risk and be innovative in problem solving.Ability to interpret technical information and adapt it to the needs of a business audience. Ability to present information to a variety of audiences, external and internal. Demonstrate high business acumen.
Bachelor’s degree in business, MBA preferred. Eight to ten years experience in strategic sales to complex customers, including five years of direct sales or sales management experience. Demonstrated knowledge of JCI’s businesses, products and services offerings. Proven high performing sales track record.
Job: *Sales & Marketing
Organization: *Building Efficiency
Title: Enterprise Strategic Account Executive
Location: CAN-Ontario-Richmond Hill
Requisition ID: WD30033706334