Outside Sales Representative

$39,100 - $55,500/Yr

Johnson Controls - Miami, FL

Full-time - Entry Level

Miami, FL

Specialty Trade Contractors

About the position

Build your best future with the Johnson Controls team as an Outside Sales Representative. As a global leader in smart, healthy, and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places, and the planet. In this role, you will be critical to the overall growth and profitability of the HVAC Service business. You will be responsible for initiating, establishing, and building profitable service relationships with new customers, focusing on selling renewable maintenance agreements as the key building block for these relationships. You will work within an assigned geographic territory, collaborating with a local branch office and teaming with sales and operations professionals. Your responsibilities will include using sales tools to plan and document sales progress, as well as increasing business opportunities in current accounts. You are expected to obtain and close business on a monthly basis, following a disciplined and professional process to identify, target, and qualify prospective new customers. Your role will involve contacting prospective customers, scheduling appointments, and building a referral network to identify new customers. You will conduct sales calls to identify key sources of problems and dissatisfaction that Facility Directors face in operating and maintaining heating/cooling, ventilation, and control system equipment. You will propose solutions to prospective customers' needs through creative and innovative applications of local branch service capabilities, with a focus on selling renewable maintenance agreements, emphasizing digital service offerings, sustainability, and decarbonization. Additionally, you will review and finalize proposals with prospects, conduct customer kick-off meetings, resolve customer issues, maintain service agreements, and support the collections process. Keeping management informed of progress and account status using the Johnson Controls Salesforce.com tool is essential. You will also develop and implement territory marketing plans consistent with the Johnson Controls Building Solutions business strategy, attend and present at trade shows, and represent Johnson Controls professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.

Responsibilities

• Initiate, establish, and build profitable service relationships with new customers.
• Focus on selling renewable maintenance agreements as the key building block for establishing 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.
• Contact prospective customers and schedule appointments.
• Build a referral network to identify new customers.
• Conduct sales calls to identify key sources of problems and dissatisfaction for Facility Directors.
• Propose solutions to prospective customers' needs through creative 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 and extend service agreements and support the collections process.
• Keep management informed of progress and account status using Salesforce.com.
• Develop and implement territory marketing plans consistent with business strategy.
• Attend and present at trade shows and participate in professional organizations.

Requirements

• 2-3 previous progressive sales roles required.
• Aptitude for technical knowledge with high attention to detail preferred.
• Enviable presentation skills with the ability to captivate in both individual and group communications.
• Experience in selling services and intangibles.
• Exposure to sales methodologies, standards, and disciplines preferred.
• Knowledge of Building HVAC Systems is a bonus qualification.
• Experience with Salesforce.com is preferred.
• Post-secondary education is preferred.

Nice-to-haves

• Technical knowledge in HVAC systems.
• Experience in sales methodologies and standards.

Benefits

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Paid training
• Vision insurance