Account executive, marine sales - remote - wd30127277267
What you will do:
Under general direction, responsible for the sale of johnson controls marine services and product offerings toward the merchant, offshore, non-combat navy and cruise sectors such as vessel owners, ship management companies, shipyards, and offshore facility management companiesPromotes the johnson controls value proposition to customers by providing technical solutions, operational expertise, and project implementation experienceEstablishes, develops, and manages long term customer relationships / partnerships with existing and discontinued johnson controls commercial customers and owners’ representativesResponsible for customer satisfaction, loyalty, and retention through skilled customer relationship managementPositions renewable services and spare parts agreements as the foundation of managed account relationshipsExecutes the sales process to facilitate the cultivation and management of new relationships and in seeking, qualifying, and closing new sales opportunitiesResponsible for expanding the depth and breadth of johnson controls services and product offerings within that account.
How you will do it:
With minimal supervision, introduces and sells johnson controls marine services product and service offerings persuasively, persistently, and confidently to potential customers while reaching optimal profit levelsFocuses on improving the existing equipment and system operations to allow the vessel owner to achieve business objectivesManages multiple, ongoing projects, particularly focusing on selling services and retrofitsSells, renews, and expands renewable service agreements, including multi-year agreements, to both new and existing customers.
Builds partnerships / relationships with the owner or owner’s representatives responsible for decision-making to drive the service sales of johnson controls offeringsActively listens, probes, and identifies customer concernsUnderstands the customer`s business and technical requirements and pro-actively solves problems and addresses customer concernsDemonstrates technical expertise to develop credibility, loyalty, trust, and commitment.
Seeks, targets and initiates contact with multiple prospective customersDevelops a network of dependable contactsUnderstands and leverages the sales process checkpoints, as well as demonstrates evidence of gaining small trial closesShares technical knowledge, in addition to, operations expertise with the customer to match the solution to the customer’s operational needs to favorably position johnson controlsQualifies and assesses potential customersRefers leads to other business segments.
Addresses customer`s operational and environmental objectives, needs and requirementsRecommends solutions and links customer objectives to total value solution and competitive advantageDifferentiates johnson controls services and products from that of competitors based upon business and technical benefits and advantages.
Positively and credibly influences service strategies with customersFrequently creates competitive, high quality and timely estimates, proposals, and cost/benefit analysisEffectively writes, presents, and communicates proposalsNegotiates value, addresses concerns and closes the sale.
Solicits support from and communicates effectively with internal staff as well with the affiliated service branches within the global marine services organization
Works closely, supports and promotes excellent communication with other execution and administrative functions to ensure effective and efficient job execution, safety, and customer satisfaction.
Sets appropriate customer expectations on johnson controls product and service offeringsParticipates in final project inspectionEnsures that the customer is trained and oriented to system operation or the value of services delivered.
Assists in the development of local marine services sales and marketing plans and strategiesAides in the implementation of these strategies and action plansSegments the industry environment and targets new customers based on service business strategies.
Keeps management informed of progress and account statusKnows when to call for assistance from upper management to keep the sales process moving.
Attends and presents at trade showParticipates in professional organizations to facilitate networks.
Other duties:
The account executive may be called upon to assist with the execution / supervision of contracts in the office and/or in the field, as neededThe amount and extent of field work is dependent upon the individual’s background and experience.
Qualifications
What we look for:
Ideally the candidate has earned a bachelor’s degree in marine refrigeration engineering, business, or have obtained the appropriate business competences from field experience.
Must have a minimum of five to seven years of progressive marine or technical field sales or related experienceHe / she is a self-starter and can operate independently with minimal supervision.
Exhibits excellent initiative and possesses exceptional interpersonal communication skills.
Proficiency in another language is also advantageous.
The ability to read and comprehend technical documentation and drawings is highly valued, as well as the demonstrated ability to establish and develop contacts with new customers to influence the market at key levels.
Outstanding computer skills are also required.
The ability to travel a minimum of 25% is an absolute requirement.
Johnson controls international plcIs an equal employment opportunity and affirmative action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, status as a qualified individual with a disability, or any other characteristic protected by lawFor more information, please view eeo is the lawIf you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/careers.
Job sales & marketing
Primary location us-fl-miramar
Organization bldg technologies & solutions
