HVAC Service Sales Development Representative

About the Role

Key Responsibilities

• The HVAC Service Sales Rep is critical to the overall growth and profitability of the HVAC Service business.
• Responsible for initiating, establishing and building profitable service relationships between new customers and JCI, focusing on selling renewable maintenance agreements.
• Work within an assigned geographic territory, collaborating with sales and operations professionals within the branch.
• Use sales tools to plan and document sales progress as well as increase business opportunity in current accounts.
• Obtain and close business on a monthly basis.
• Identify, target and qualify prospective new customers following a disciplined and professional process.
• Contact prospective customers and schedule appointments, building a referral network to identify new customers.
• Conduct sales calls to identify key problems or dissatisfaction in operating heating/cooling, ventilation, and control systems.
• Develop a sense of urgency to resolve customer needs and position Johnson Controls as the supplier of choice.
• Propose solutions to customer needs through creative application of branch service capabilities, emphasizing renewable maintenance agreements, digital services, sustainability, and decarbonization.
• Review and finalize proposals with prospects and secure their commitment.
• Conduct customer kick-off meetings, resolve issues, create pull-through opportunities, maintain and extend service agreements, and support collections.
• Keep management informed of progress and account status using Salesforce.com and other means.
• Develop and implement territory marketing plans aligned with business strategy.
• Attend and present at trade shows, participate in professional organizations.
• Represent Johnson Controls professionally, conducting business with high standards of quality, pride, integrity, and performance.

Requirements

• Previous progressive sales roles.
• Exposure to sales methodologies, standards, and disciplines.
• Enviable presentation skills with the ability to captivate in both individual and group communications.

Nice to Have

• Aptitude for technical knowledge with high level of attention to detail.
• Experience selling 'service' and intangibles.
• Knowledge of Building HVAC Systems.
• Knowledge and experience in Salesforce.com.
• Post-secondary education.