HVAC Service Sales Representative

Make a meaningful impact to our island home with the Johnson Controls team

As a large employer in Hawaii, we have a responsibility to be stewards to our unique part of the world. Our mission is to reimagine the performance of buildings, so that we play our part in reducing the energy impact that buildings have on our island home. As our island progresses towards the Net Zero goal by 2045, the efficiency of buildings plays a tremendous role in making that goal possible. The products & services that Johnson Controls brings to the market are cutting edge and some of the largest institution in Hawaii work with Johnson Controls. But there is so much more that we can do and that's where you come in.

What you will do

The Service Sales Representative is critical to the overall growth and profitability of the HVAC Service business! The chosen candidate will be responsible for initiating, establishing and building profitable service relationships between new customers and JCI. Focus on selling renewable maintenance agreements as the key building block for establishing these relationships. The salesperson will work within an assigned geographic territory, working as part of a local branch office and teaming with sales and operations professionals within the branch. Uses sales tools to plan and document sales progress as well as increase business opportunity in current accounts. Expected to obtain and close business on a monthly basis.

How you will do it

• Follows a disciplined and professional process to identify, target and qualify prospective new customers; takes advantage of market conditions and networks effectively to uncover new leads and contacts.
• Contacts prospective customers and schedules appointments. Builds a referral network to identify new customers.
• Conducts sales calls designed to identify key sources of problems and/or dissatisfaction confronting Facility Directors in operating and maintaining heating/cooling, ventilation and control system equipment.
• Develops a sense of urgency to resolve needs and positions Johnson Controls as the supplier of choice. Proposes solutions to prospective customers needs through creative and innovative application of local branch service capabilities with a focus on selling renewable maintenance agreements with an emphasis on digital service offerings, sustainability, and decarburization. Understands the customer's business and speaks their language.
• Reviews and finalizes proposals with prospects and secures their commitment to the Johnson Controls solution.
• Conducts customer kick-off meetings, resolves customer issues, creates pull-through opportunities, maintains service agreements, extends service agreements and supports the collections process.
• Keeps management informed of progress and account status using the Johnson Controls Salesforce.com tool and other means. Knows when to call for assistance from management to keep the sales process moving.
• Develops and implements territory marketing plans consistent with the Johnson Controls Building Solutions business strategy. Attends and presents at trade shows. Participates in professional organizations.
• Represents Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.

What we look for

Required:

• Rock solid critical thinking skills.
• Aptitude to easily retain technical knowledge with high level of attention to detail
• Progressive & demonstrated field sales success or lengthy technical track record. Strong preference for multiple years of HVAC industry sales.
• Demonstrates a commitment to integrity and quality in business.
• "Default to Action". Hard-working and motivated to meet annual performance goals

Preferred:

• College degree (mechanical engineering preferred) or equivalent/relevant work experience (5 years)
• Enviable presentation skills complete with the ability to captivate in both individual and group communications.
• Selling of "service" and intangibles
• Strong MS Excel skills
• Exposure to sales methodologies, standards, and disciplines.
• Bonus Qualifications
• Knowledge of Building HVAC Systems
• Knowledge and experience in SalesForce.com

Post-secondary education

HIRING SALARY RANGE: $66,000-$88,000 annual base salary + commissions (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us