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Account Executive Major Projects

Job Description:
Under general direction, responsible for thesale of large volume, integrated, Building Automation Systems (BAS) andtechnology solutions to contractors and consultants responsible for newconstruction and renovation building projects. Promote the JCI valueproposition to executive level contractors and consultants by providingcomprehensive technology solutions for the customer's business and operationalneeds Builds and manages long term customer relationships/partnerships with keyand target general contractors and architectural and engineering principles.Responsible for customer satisfaction. Executes the sales process to aid incultivating and managing long-term relationships and in seeking out, qualifyingand closing new sales opportunities. Utilizes sales tools to plan and documentprogress as well as increase business opportunity in accounts. Leverage monthlycheckpoints to gain progressive commitments from the customer. Seeks to expandthe depth and breadth of offerings within that account. Selects customerpursuit teams for major opportunities by combining members from outside Areaand outside Systems team.
PRINCIPALDUTIES:
Sells, with minimal supervision, the JCIofferings persuasively, persistently and confidently to building owners at theC-level while reaching optimal profit levels. Manages ongoing sales process,develops relationship, responds to and anticipates customer needs. Focus on afew projects while managing one to two at a time. Particularly focusing onselling HVAC Control Systems. Equipment, and building automation technology.
Builds partnering relationships with theowner or owner representatives responsible for the decision making process todrive the system technology sales of JCI offerings. Actively listens, probesand identifies concerns. Understands the customer's business and speak theirlanguage.
Demonstrates technical expertise and businessacumen to develop credibility, loyalty, trust and commitment.
Seeks out, targets and initiates contact withmultiple contractors and consultants responsible for the decision making ofsystems purchases in new and renovated buildings. Develops network of contacts.
UsesJCI Sales process within the construction development process to position JCIas only responsible and responsive provider. Demonstrates technical knowledgeand a solution that matches the customer's project challenge to provide valueto the customer and favorably position JCI. Qualifies and assesses potentialcustomers. Refers leads to other business segments.
Addresses customer's operational and environmentalobjectives, needs and requirements. Recommends solutions and links customerobjectives to total value solution and competitive advantage. Applies knowledgeof competitor's business strategies, control products and solutions tofavorably differentiate JCI from them.
Positively and credibly influences design andconstruction with contractors and consultants. Frequently creates competitive,high quality and timely estimates, bids, proposals, and cost/benefit analysis.Effectively writes, presents and communicates bids. Negotiates value, addressesresistance when demonstrated and closes the sale. Differentiates JCI as a totalbuilding environment supplier.
Utilizes applicable sales tools effectively (SMIS,Account Management plan and website, Account Plan and TAS) to plan,communicates and documents progress as well as increase business opportunity inaccounts. Leverages JCI sales process monthly checkpoints to gain progressivecommitments from the customer. Manages process steps of the pipeline in SMISwith a focus on next steps, action items and milestone dates.
Leads the sales team by building and fostering teamrelationships to ensure customer satisfaction. Solicits support from and communicateseffectively with internal staff. Develops relationship with Solutions andService sales organization to exceed customers' expectations. Owns andfacilitates the customer relationship.
Assists in the development of the team or Area OfficeSystems sales and marketing plans and strategies. Aides in the implementationof these strategies and action plans. Targets new customers based on verticalmarket strategies.
Keeps management informed of progress and account status.Knows when to call for assistance from upper management to keep the salesprocess moving.
Attends and presents at trade show. Participates inprofessional organizations.
Job Qualifications:
Bachelor's degree in business, engineering,or related discipline required. MBA preferred. A minimum of five to seven yearsof progressive field sales experience at the C-level. Construction industryknowledge required. Excellent initiative, and interpersonal communicationsskills. Demonstrated ability to influence the market at key levels. Ability totravel 50%.

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