HVAC Service Sales Development Representative

Johnson Controls - Fort Pierce, FL

Full-time - Entry Level

Fort Pierce, FL

Specialty Trade Contractors

About the position

The HVAC Service Sales Development Representative plays a crucial role in the growth and profitability of the HVAC Service business at Johnson Controls. This position is responsible for initiating, establishing, and building profitable service relationships with new customers. The primary focus is on selling renewable maintenance agreements, which serve as the foundation for these relationships. The representative will operate within an assigned geographic territory, collaborating with a local branch office and teaming up with sales and operations professionals. Utilizing various sales tools, the representative will plan and document sales progress while identifying business opportunities within current accounts. The expectation is to secure and close business on a monthly basis, contributing to the overall success of the HVAC Service division. In this role, the representative will follow a disciplined and professional process to identify, target, and qualify prospective new customers. This includes leveraging market conditions and networking effectively to uncover new leads. The representative will conduct sales calls aimed at identifying key issues faced by Facility Directors in managing heating, cooling, ventilation, and control system equipment. By developing a sense of urgency to address these needs, the representative will position Johnson Controls as the preferred supplier. Proposals will be crafted to meet customer needs, emphasizing renewable maintenance agreements and innovative service offerings focused on sustainability and decarbonization. The representative will also conduct customer kick-off meetings, resolve issues, maintain service agreements, and support the collections process. Keeping management informed of progress and account status is essential, utilizing tools like Salesforce to track sales activities. Additionally, the representative will develop and implement territory marketing plans aligned with Johnson Controls' business strategy, participate in trade shows, and represent the company with integrity and professionalism.

Responsibilities

• Initiate, establish, and build profitable service relationships with new customers.
• Focus on selling renewable maintenance agreements as a key building block for relationships.
• Work within an assigned geographic territory as part of a local branch office.
• Use sales tools to plan and document sales progress and increase business opportunities in current accounts.
• Obtain and close business on a monthly basis.
• Identify, target, and qualify prospective new customers through a disciplined sales process.
• Schedule appointments with prospective customers and build a referral network.
• Conduct sales calls to identify key sources of problems faced by Facility Directors.
• Propose solutions to customer needs through innovative applications of local branch service capabilities.
• Review and finalize proposals with prospects and secure their commitment to Johnson Controls solutions.
• Conduct customer kick-off meetings and resolve customer issues.
• Maintain service agreements and support the collections process.
• Keep management informed of progress and account status using Salesforce and other means.
• Develop and implement territory marketing plans consistent with business strategy.
• Attend and present at trade shows and participate in professional organizations.

Requirements

• 2-3 years of previous progressive sales experience.
• Aptitude for technical knowledge with a high level of attention to detail.
• Strong presentation skills with the ability to engage both individuals and groups.
• Experience in selling services and intangibles.
• Exposure to sales methodologies, standards, and disciplines.

Nice-to-haves

• Knowledge of Building HVAC Systems.
• Experience with Salesforce.
• Post-secondary education.

Benefits

• Competitive base salary and commission program.
• Three weeks paid vacation in a calendar year, plus holidays, sick time, and three PTO days.
• Comprehensive benefits package including 401K, medical, dental, and vision care available from day one.
• Extensive product and on-the-job/cross-training opportunities.
• Encouraging and collaborative team environment.
• Dedication to safety through a Zero Harm policy.
• Company vehicle depending on the position.
• JCI Employee discount programs.