The posting
Build your best future with the Johnson Controls team.
As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a team that supports a wide range of industries across the globe and offers meaningful work projects and learning opportunities, in a culture where your voice and ideas will be heard.
Role Overview
Johnson Controls is seeking a Service Sales Representative to promote and sell planned service agreements for commercial building systems. In this role, you will help customers protect and maintain critical systems while building long-term relationships and contributing to service growth across fire alarm, suppression, sprinkler, security, sound, communication, and inspection solutions.
This position is focused on driving growth within the National Accounts vertical across a multi-market territory including Seattle, Spokane, and Alaska. The successful candidate will identify and develop planned service agreement opportunities within national and multi-site organizations, build relationships with local decision makers, uncover recurring revenue opportunities, and expand Johnson Controls' presence within key customer portfolios. This role will work closely with local service teams and stakeholders to support customer retention, operational excellence, and revenue growth.
Key Responsibilities
- Promote and sell service agreements for commercial building systems and related services.
- Establish contact with prospects and qualify potential buyers of service contracts.
- Prospect and develop new opportunities within National Account and multi-site customer organizations across the assigned territory.
- Identify and engage facility managers, property managers, operations leaders, and other site-level decision makers.
- Follow up on leads and leverage market intelligence to identify new opportunities within National Account and multi-location customer portfolios.
- Assess customer needs and develop a sales strategy that aligns with their priorities and Johnson Controls offerings.
- Close sales to meet plan objectives and maintain a healthy proposal backlog.
- Conduct building surveys to support estimate development and proposal accuracy.
- Identify opportunities for inspections, repairs, deficiency corrections, recurring services, and system upgrades.
- Manage a territory encompassing Seattle, Spokane, and Alaska while maintaining a healthy opportunity pipeline and proposal backlog.
- Maintain complete and accurate records of sales activity, correspondence, expenses, and competitive activity.
- Submit sales reports and related documentation in a timely and accurate manner.
- Develop strong customer relationships that support long-term retention and service alignment.
- Partner with service teams and account stakeholders to identify opportunities for service expansion, repairs, inspections, and device upgrades.
- Identify opportunities to expand Johnson Controls' presence within customer portfolios and multi-site organizations.
How You Will Do It
- Build trusted relationships through proactive prospecting, consistent follow-up, and professional communication.
- Develop an understanding of complex customer organizations and site-level operational needs to uncover recurring service opportunities.
- Develop and execute a territory coverage strategy that balances customer engagement, prospecting activities, and business development across Seattle, Spokane, and Alaska.
- Travel regularly throughout the assigned territory to build customer relationships, conduct site surveys, identify opportunities, and support sales growth initiatives.
- Stay close to the work by conducting building surveys, understanding customer environments, and translating site findings into practical estimates and proposals.
- Own outcomes with accountability, safety, and integrity by managing your pipeline, maintaining an active backlog, and keeping records, reports, and correspondence current.
- Improve every day through candid problem-solving by using customer feedback, competitive insight, and market conditions to sharpen your sales approach.
- Win as one team by collaborating with service colleagues, operations teams, and support partners to deliver exceptional customer experiences and identify growth opportunities.
- Drive recurring revenue growth by identifying opportunities within both existing and prospective National Account customer locations.
Travel Requirements
- This position supports a territory that includes Seattle, Spokane, and Alaska.
- The successful candidate should expect regular travel throughout the assigned territory to conduct customer meetings, prospecting activities, facility assessments, and relationship-building efforts.
- Travel will include overnight stays and periodic trips to Alaska based on customer needs, business priorities, and opportunity development.
- The ability to effectively plan and manage a geographically dispersed territory is critical to success in this role.
- Expected travel is approximately 30-50%, depending on business needs and market opportunities.
- Johnson Controls provides a company-issued Travel & Expense (T&E) card to support required business travel throughout the assigned territory.
- Approved business travel expenses, including airfare, lodging, ground transportation, and business meals, are covered in accordance with Johnson Controls travel and expense policies, allowing employees to focus on customer engagement and business growth.
Qualifications
- Degree or equivalent work experience (5 years).
- Minimum 5 years of B2B sales experience.
- Experience selling a service, intangible, or technical product.
- Experience prospecting, qualifying, solution selling, and closing deals.
- Ability to work in a matrix environment with minimal direction and meet quota-based performance expectations.
- Strong professional communication, interpersonal, and time management skills.
- Proficiency with personal computers, including Windows and Oracle systems.
- Ability and willingness to work as a teammate and collaborate effectively with others.
- Valid driver's license with an acceptable driving record.
- Ability and willingness to travel throughout Seattle, Spokane, and Alaska, including overnight travel as needed.
Nice to Have
- Bachelor's degree in a technical or business discipline.
- Industry or related industry experience.
- Salesforce proficiency.
- Experience working with multi-location customers, property management firms, retail portfolios, healthcare systems, logistics providers, manufacturing organizations, or other complex commercial customer environments.
- Experience managing a geographically diverse territory.
Why Join Us
- Competitive salary with a hiring range of $55,200-$83,000, determined by education, experience, knowledge, skills, abilities, internal equity, and market data.
- Competitive Sales Incentive Plan based on volume and margin on a project, quarterly, and annual basis.
- 15 days of vacation in the first year, plus paid holidays and sick time.
- Comprehensive benefits package including 401K, medical, dental, and vision care available day one.
- Company-issued Travel & Expense (T&E) card for approved business travel.
- Encouraging and collaborative team environment.
- Dedication to safety through our Zero Harm policy.
If you are ready to grow your sales career with Johnson Controls, we encourage you to apply today.
Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.
