National Account Manager

He/she will drive profitable growth with large, multi-site customers throughout North America. You will be assigned existing accounts, while also sourcing, closing and driving growth with new logos. You will also have expertise within an assigned vertical market (Retail, Grocery, Convenience Stores or Distribution Centers), understanding market drivers and trends, competition, and buying criteria. The ideal candidate will have experience in at least one of Johnson Controls' (JCI) four commercial building product segments: Fire, Security, HVAC or Building Controls, and use his/her collaborative style to work internally across JCI product groups to bundle valuable solutions.

We are looking for seasoned, executive-level business developers that will take ownership of an account, work across customer departments and functions, and identify and close opportunities using a creative and consultative approach. Expertise in account planning is critical, as you will be successful thinking strategically and methodically managing to a plan.

How you will do it

Meet or exceed revenue and margin plans with assigned accounts and new customer captures.
Prepare and manage account plans to drive cross-selling of JCI product offerings.
Navigate target accounts to establish and maintain deep relationships across multiple business functions that will have an impact on facility planning and purchasing.
Build and manage a diverse sales pipeline consisting of active opportunities across each sales stage.
Embrace comprehensive use of CRM by tracking opportunities, account activity and maintaining a contact database.
Produce accurate forecasts on a monthly basis.
Develop, present and discuss proposals in a professional, executive manner.
Link customer objectives to product solutions delivering a total value offering that creates a competitive advantage.
Differentiate and leverage JCI product offerings from competitors based on the total benefit of doing business with Johnson Controls.
Create partnering opportunities with customer principles responsible for the decision-making process.
Actively listen, probe and identify customer concerns, while understanding their business and speaking their language.
Develop credibility, loyalty, trust and commitment with customers.
Manage ongoing sales process and respond to, and anticipate, customer needs.
Analyze the market and current business performance, and develop sales strategies consistent with our mission and objectives.
Understand the current business environment including competition, purchasing and business trends.
Work with Product Management and Engineering by providing customer feedback on products and features, as well as competitive information.
Complete expected training requirements and demonstrate the capability of selling the full scope of bundled offerings available.
Be actively involved in key industry associations (AHR, SPECS, Residential groups, etc.).

Qualifications

Required

Bachelors Degree in Engineering, Business, Marketing or related field of study.
Minimum 5-8 years' progressive sales experience in building products, automation or HVAC.
Expertise within a multi-site vertical.
Strong verbal and written communication.
Excellent team and project management skills.
Self-motivated to exceed goals and contribute to a winning team.
Positive and healthy attitude.
Ability to travel up to 50% (post-COVID).