Job Purpose & Scope
Responsible for the sale of project works to FM’s contractors and end user customers. Whilst building and maintaining long-term customer relationships and using company defined sales processes & tools to increase revenue.
Responsible for managing large scale, complex bids whilst facilitating the wider teams and support functions to ensure quality bid submissions.
Solutions might include:
Chiller / Heat Pump Product sales (both synthetic refrigerant and natural).
Turn key installation projects.
Large scale service works.
System modification works.
Retrofit projects.
Design and Build refrigeration / A/C solutions.
Dedicated to a business area – Building Efficiency, operates at Branch level, National where required.
Key Accountabilities
Identify new customers through various methods and sell large scale projects across our core business.
Owns and directs long-term customer relationships/partnerships and fully responsible for customer satisfaction through executing the sales process.
Seeks out, qualifies and closes large sales opportunities, with a focus on new business growth.
Demonstrates expertise and knowledge of the competitor's business strategies, products and services and leverages that favourably to differentiate Johnson Controls from them.
Seeks out, qualifies and closes large & more technically complex new sales opportunities.
Ability to assist with solutioning projects with design teams and independently should the need arise.
Ability to work with design teams to analyse project solutions and present benefits to the client.
Ability to use SPIN selling techniques.
Creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
Ensures that new proposals and bids are compliant with Johnson Controls standards & expectations prior to customer presentation.
Owns final negotiations on value and impact to the customer's business in order to close the sale.
Builds & maintains network of experts & industry contacts.
In addition to the above mentioned tasks, other activities and responsibilities may be individually defined.
Develop, communicate and implement growth initiatives with the guidance and support of the Sales Manager.
Position Requirements
5 years relevant experience within IREF industry with an emphasis on chillers, heat pumps and HVAC products and applications.
A demonstrable track record of dealing with End Users, FMs and contractors and developing a strong working relationship in order to increase sales.
Business acumen & strategic thinking.
Ability to inspire and influence internally and externally.
Commercially Astute.
Excellent initiative, and interpersonal communication skills both in writing and verbally.
Actively listens, probes and identifies concerns. Influences the customer's business at the highest level and is considered a valued Advisor.
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