Aftermarket Parts Sales Account Manager - Oil & Gas Segment (Remote - U.S.)

What you will do

The Aftermarket Parts Sales Account Manager is responsible for growing JCI Applied Aftermarket Parts sales volume and achieving annual operating sales plans and objectives through channel accounts. The Sales Account Manager is responsible for all functions related to developing and maintaining Parts customer relationships to ensure maximum revenues through account penetration including finding, generating and developing new channel partners and retaining current customers in order to sell the company’s products to end-users; representing the Applied Aftermarket Parts business as a subject matter expert to manage channel conflicts; offering new products and solutions; and, improving the channel partner’s customer experience while operating with the highest business ethics and integrity.

The Sales Account Manager is responsible for delivering the parts revenue and margin plans for assigned channel accounts by establishing and sustaining important external relationships with key channel personnel and key executives in the channel account in the following ways:

• Participate in industry, customer and product trade shows and be actively involved in industry associations.

• Partner with the Product Distribution NA equipment Account Management Team to achieve annual operating objectives for parts revenue and margin objectives.

• Work with Channel Account Managers to obtain annual volume and growth objective for the aftermarket parts business and implement strategic programs regarding pricing, sales promotions, marketing programs, new product offerings, tools and applications.

• Engage with the Aftermarket Parts Product Management organization and provide feedback for product and feature enhancements and customer requirements; provide competitive analysis of local marketplace and obtain assistance for technical expertise, sales assistance and market development activities.

THIS POSITION IS NOT ELIGIBLE FOR VISA SPONSORSHIP.

How you will do it

• Assist channel partners in selling and promoting JCI Applied aftermarket parts offerings to reach optimal sales and profit levels and meet assigned sales goals and objectives.

• Differentiate and leverage Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls.

• Listen, probe and identify concerns and actions accordingly via astute business acumen and communicating effectively with channel partners.

• Manage ongoing sales process, respond to and anticipate customer needs and develop credibility, loyalty, trust and commitment.

• Using account management principles, conduct quarterly strategic account review sessions, semi-annually prepare and conduct “joint team meetings” for assigned JCI team members along with identified key players in the strategic account and, build and foster team relationships to ensure customer satisfaction.

• Serve as the liaison for Johnson Controls Applied aftermarket parts to the channel partner regarding parts product support. Promote new products offerings, conquest targeted part categories, work with Marketing to develop and action marketing campaigns, provide channel partners access to vendor training where required and manage channel conflict between distribution channels where necessary.

• Frequently rationalize the current key and targeted customer portfolio ensuring resources are focused on those customers with growth potential.

• Attend sales meetings and report sales activity and new account development and search new channel sales partner opportunities.

• Obtain and maintain knowledge of the product lines to create awareness and demand for products with existing and potential customers.

What we look for

Required:

• Bachelor’s degree and a minimum of six (6) years of aftermarket parts sales or technical sales experience OR Associate degree and a minimum of eight (8) years of aftermarket parts sales or technical sales experience OR an equivalent combination of education and experience.

• Ability to travel a minimum of 50%.

• Prior experience and a proven track record of successfully working remotely showcasing strong self-discipline and the ability to meet deadlines independently.

• Advanced proficiency using MS Office Suite (Excel, Word, PowerPoint, Outlook).

• Applicants residing in the Eastern or Central Time zone is preferred. If located in a different time zone, you must be willing to adjust your working hours to align with Eastern or Central Time.

• Proven ability to solve practical problems, develop long-term solutions and effectively communicate resolutions to custo