Johnson Controls New York, NY, United States
May 31, 2017Full time
Under general direction, provides sales leadership to secure large, bundled Central Utility Plant offerings under the principles of a P3 risk transfer model. Also responsible for strategy development to promote the value proposition at the C-level of high potential client organizations in the targeted vertical markets by providing solutions to the customer’s business and financial challenges. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings with established P3 accounts as an account team member responsible for managing executive level relationships. PRINCIPAL DUTIES: Sells, with minimal supervision, the JCI Central Utility Plant offering persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. Particularly focusing on outsourcing of Central Utility Plant projects with a higher degree of private sector involvement and risk transfer consistent with Design-Build-Own-Operate-Maintain deal structures. Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status. Presents life cycle costing implications to customer with the objective of maximizing overall NPV for the contract term as opposed to first cost. Sells solutions for either retrofits of existing plants or new greenfield projects with new and existing customers. Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision makingprocess to drive the solution sales of JCI offerings. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment. Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments. Leads a team in the pursuit of RFQ/P introduced to the marketplace by targeted clients. Manages and is responsible for all aspects of the solicitation response including internal pre-bid reviews. Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer’s business and financial challenges. Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies. Maximizes assigned Solutions Development Leader resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources from the P3 Centre of Excellence for energy, operational engineering and lifecycle services as well as financial and legal resources, etc. Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale. Utilizes applicable sales tools effectively (Salesforce - Open Globe, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer’s buying process. Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Builds a team that may include Financial Partners, outside Contractors, Consulting Engineering and other Design professionals with the intent of reviewing and influencing the procurement and to create the best response addressing the customer solution. Solicits support from and communicates effectively with internal staff including with branch Systems and Service organizations to exceed customers' expectations. Determines Labor requirements and works with SDL (FM) to determine labor strategy. Works with Headquarters HR Labor Relations where a transfer of employees is part of the customer solution. Reviews CBAs where JCI will be a ‘successor employer’ and works with Legal team for agreement review and comment. Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Sets appropriate customer expectations on JCI product and service offerings. Prepares and leads in the preparation of a Term Sheet and in final contract negotiations to best position JCI terms and mitigate risk issues. Assists in market development by assisting with marketing plans and strategies of the JCI CUP offering and expansion into adjacent new business opportunities for microgrid and enterprise optimization solutions. Targets new customers based on vertical market strategies. Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving. Attends and presents at industry conferences. Participates in professional organizations. #external Qualifications Bachelor’s degree in business, engineering, or related discipline required. MBA preferred. A minimum of five to seven years of sales experience in outsourcing industry or financial sales at the C-level, including three to five years of direct sales or sales management experience. Excellent initiative, and interpersonal communications skills. Demonstrated ability to influence the market at key levels. Ability to travel 30-40%.