The posting
Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.
For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.
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Here's what we have to offer
- Competitive pay and commission plan.
- Paid vacation, holidays, and sick time.
- Comprehensive benefits package, including pension, medical, dental, and vision care - available from day one.
- Extensive product and on-the-job/cross-training opportunities, supported by our outstanding internal resources.
- Encouraging and collaborative team environment.
- Dedication to safety through our Zero Harm policy.
- JCI Employee discount programs (The Loop by Perk Spot).
Role Overview
This role is responsible for selling Johnson Controls service offerings to building owners, primarily at the Director level and with other senior decision makers as needed. Success comes from building trusted relationships, understanding customer business goals, and positioning service agreements as the foundation for managed account growth. You will pursue new business, renew existing agreements, and expand the breadth of Johnson Controls solutions within targeted accounts.
Key Responsibilities
- Sell Johnson Controls service offerings to building owners, with a primary focus on Director-level decision makers.
- Promote the Johnson Controls value proposition through technical solutions and operational expertise.
- Build and manage long-term relationships with target and managed accounts.
- Identify, qualify, develop, and close new sales opportunities on a consistent monthly basis.
- Position renewable service agreements, including multi-year agreements, as the foundation of managed account relationships.
- Expand the depth and breadth of Johnson Controls offerings within each account.
- Develop service and retrofit opportunities that improve existing building performance and support customer business objectives.
- Build partnering relationships with owners and owner representatives involved in the decision-making process.
- Maintain strong customer satisfaction through disciplined follow-through and responsive account management.
How You Will Do It
- Own your results with accountability, integrity, and a strong commitment to customer satisfaction.
- Stay close to the customer’s operation, understand what matters most on site, and remove obstacles that slow progress.
- Sell persuasively and persistently while staying aligned with Johnson Controls value and profitability objectives.
- Listen actively, ask thoughtful questions, and translate customer needs into clear business-relevant solutions.
- Use a consultative approach to uncover service and retrofit opportunities that strengthen the account relationship and improve the existing building.
- Improve every day through candid follow-up, disciplined problem-solving, and consistent execution of the sales process.
- Win as one team by collaborating with internal partners, sharing knowledge, and leveraging diverse perspectives to deliver on commitments.
Qualifications
- Bachelor’s degree in business, engineering, or a related discipline.
- Minimum of six years of progressive field sales experience.
- At least one year of successful experience selling HVAC or building automation system service or projects.
- Demonstrated commitment to integrity and quality in business.
- Excellent initiative and interpersonal communication skills.
- Demonstrated ability to influence account decision makers at key levels.
Nice to Have
- Experience selling commercial HVAC service, building automation, or retrofit solutions in complex accounts.
- Understanding of long-term account management and coordination across internal teams.
- Experience using Microsoft Office in a sales environment.
Salary Range: HIRING SALARY RANGE: $69,000-108,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
Johnson Controls’ Canadian subsidiaries are committed to providing reasonable accommodation to applicants, candidates and employees with disabilities, in accordance with applicable human rights legislation, and in Ontario, in accordance with the Accessibility for Ontarians with Disabilities Act (“AODA”). When requested, accommodation will be provided throughout all stages of the recruitment and selection process. To request accommodation, please contact us. Any information you provide related to accommodation measures will be treated as confidential. A copy of Johnson Controls’ applicable AODA policies are available on our website at www.johnsoncontrols.com for your reference, and can be made available in accessible formats upon request.
