Job Description

What you will do 

Reporting within the Johnson Controls security business, directly to a Security Sales Manager, this role’s main focus is to secure Planned Service Agreements with new and existing customers. This role serves as the subject matter expert for video services and digital services, including proactive health, and more.
The job responsibility for this position is two-fold. One, to reactivate, add-on, make minor modifications to out-of-service locations. Resales represent a critical need for JCI. Not only do Resales help us recapture valuable recurring revenue, but they also bring us new JCI customers that are a great source for selling additional services. Two, to sell our complete services portfolio to new and existing customers.
Our goal is to drive impactful activities, results, and improve attach rates.
Primary responsibility will be to work daily with district sales leaders (CSMs) in managing the stated metrics (both leading and lagging indicators), utilizing all available dashboards and tools.

How you will do it

There are many ways to efficiently influence a territory and aggressively manage the out-of-service locations. Each territory has numerous JCI resale/service opportunities. Finding opportunities:

Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, Power BI RIF List
Field and phone blitzes
Networking with Centers of Influence, like property managers
Face-to-face marketing in a given area
Follow the SPIN Selling Sales Call Process, assuring the customer understands our value proposition Specific responsibilities are outlined below:

Specific responsibilities are outlined below:

Sell services and upsell products within the assigned territory to existing customers, new customers, as well as customers who have a previously discontinued JCI system, while maintaining assigned sales and service quota and following established guidelines
Target and grow existing customers with low service penetration e.g. With one service, With no service attached
Market and introduce JCI digital services to existing customers and new prospects
Target non JCI customers to add services or take over existing service contracts
Identify prospects by using creative lead-generating techniques, including data mining; leveraging the Power BI RIF Database
Add-on, amend, convert existing customer systems to meet the customers’ expectations
Utilize approved marketing materials to present sales presentation and proposal to prospects, identifying the benefits and advantages of our products and services over those of the competition
Adhere to current JCI policies, procedures, products, programs and services
Follow up with prospects
Prepare final contract for signature
Process work order and complete all paperwork in accordance with approved and standardized procedures
Post-installation follow-up by contacting customers, ensuring commitments were met
Maintain customer retention

What we look for 

Required 

High school degree or equivalent required. 
Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizations 
Ability to work a full-time schedule? 
Available for local travel 

Preferred? 

College degree preferred.? 
Minimum of 2 years’ experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota.?