Account Manager

What you will do:

• You will represent and JCI’s Digital Systems business at large to a set of defined customer accounts. You will also become a member of a highly motivated, winning team fostering a can-do attitude and creative problem solving on behalf of our clients.
• You will be responsible for selling IWMS systems, analytics and sensor technology, reservation systems and other digital directly, and in partnership with integrators and 3rd party sellers.
• You will work with Customer Success Managers to drive Customer Business Reviews, Discovery Sessions and other engagements to ensure a complete understanding of customers, their needs and issues and the plans that they have to improve their business and their real estate portfolio.
• Leadership coaching will be a constant throughout your career. Investing in our people is a high priority at JCI. Your sales leaders will onboard you with all the programs, product and company information you need to succeed.

How you will do it:

• Build relationships with existing customers while expanding growth year-over-year.
• Learn digital products, their use cases and best-practices for using the technology so that you can provide sound consulting and advice to our clients.
• Create custom marketing strategies to help your customers grow.
• As needed, you will receive support from our market leaders and a marketing manager.
• Assist your customer to selecting and ordering the best FM:Systems products to meet their client’s needs.
• This includes coaching them on their selling approach, product specifications/performance and application regulations which may vary by job.
• Negotiate prices and terms of sale.
• Ensure customers participate and attend our industry-leading training classes offered locally and virtually.
• Our local service managers are best-in-class providing your customer a great resource to improve their quality in the field and increase consumer confidence as they build their business.
• Perform to plan.
• Set weekly, monthly, quarterly and annual sales goals for overall sales, sales calls, product mix/segmentation, new dealer registrations, training, as well as many other sales metrics.

What we look for:

• Bachelor’s Degree or an equivalent combination of education and experience.
• HVAC industry experience (preferred)
• Minimum 3+ years of direct outside sales experience.
• Must be able to use Microsoft Office and Salesforce.com.
• Travel required to each customer within aligned market.
• Self-motivated individuals with a high energy level and desire to achieve goals beyond what is required.
• The right fit is driven to become #1 in the region and across the entire company!
• High-performing sales individuals with an understanding of the sales process/cycle and knowledge of principles and methods for showing, promoting, and selling products or services. Anyone can sell a box, what separates you from the competition?
• Ability to utilize sales process to uncover customer objections/concerns and determine appropriate solutions, while maintaining a plan of action until desired results are achieved.
• Understand the principles and processes for providing best-in-class customer service.
• Know what a customer needs before they ask.
• Exceed customer expectations with your level of service, knowledge and response time.
• Customer satisfaction is key to your success.
• Ability to listen, gain trust and bring to closure an action, project, resolution, or sale with customers.
• Business acumen including sales forecasting, opportunity management and customer planning.
• Ability to understand and communicate in today’s technologically driven business environment.