Senior Account Executive - Wastewater Solutions

What you will do

The Senior Account Executive – Water Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a Sales Executive capable of securing contracts for complex projects focusing on municipal water loss reduction and utility-wide water solutions.  This role will focus on securing contracts with municipal government customers focusing on financially-based solutions to improve the efficiency of the overall water distribution process, leveraging advanced metering and meter reading technologies, leak detection, billing system improvements, customer portals, efficient pumping and water distribution, and improved water revenue capture for our clients.  Skills required are ability to prospect for new clients, present concepts and proposals to C-level and Boards of Directors level, and an intrinsic understanding of water/wastewater systems, the water challenges faced by those systems, and water-efficiency and energy-efficiency solutions. The position will work in western half of the country, and occasionally Canada.  This position requires the Account Executive to work on specific projects that are self-generated and pursued on an individual level and on projects that are part of a team sale when an opportunity is generated by an associate account executive.  Teaming, coaching, mentoring, and motivating sales professionals within the broader Sustainable Infrastructure ecosystem will be vital to your success.

The ideal candidate would have experience working with units of local government including cities, counties, water and sanitary districts, etc. in the planning, design, retrofit and construction of water and wastewater infrastructure projects. Multidisciplinary skills are required for understanding state and local statutes, communicating and negotiating with regulatory agencies and utilities, engineering partners, and financial agencies are required. Preference will be given to candidates who demonstrate an experience in water utility knowledge and solutions, especially as they pertain to metering technologies, leak detection, customer portals, remote disconnect, and Smart City / IOT technologies.

Candidates are encouraged to browse the JCI Water Webpage for more information about existing projects: https://www.johnsoncontrols.com/smart-buildings/net-zero-buildings/energy-efficiency/water-solutions-and-services.

How you will do it

• Sell, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels. There will be a particular focus on selling water solutions while ensuring that we achieve maximize share of customers’ business, which may include work outside of the municipal water solutions scope. Focus on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status. Sell, renew and expand renewable service agreements, including multi-year agreements, to both new and existing customers.

• Build partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings. Manage ongoing sales process, develops relationships, responds to and anticipates customer needs. Actively listen, probe and identify concerns. Understand the customer's business and speaks their language. Demonstrate financial and business acumen to develop credibility, loyalty, trust and commitment.

• Demonstrate a strong ability to work on a team with other Johnson Control sales team members to help cultivate business development and customer attack plan.  Partnering with members of the large organization are vital for true project delivery and success. 

• Seek out, target and initiate contact with prospective customers. Develop a network of contacts. Understand and leverage sales process checkpoints. Demonstrate evidence of gaining small trial closes and commitments. Qualify and assess potential customers.

• Address customers’ financial, business, operational and environmental objectives, needs and requirements. Recommend solutions that match the customer’s business and financial challenges. Differentiate JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.

• Maximize assigned Project Development Engineering resources effectively and efficiently. Ensure the customer and JCI receive maximum value from dedicated and assigned reso