Senior Account Executive

What you will do

The Account Executive Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a seasoned sales professional with a proven track record of success selling performance contracts, biogas sale agreements, and alternative project delivery methods in the wastewater and bioenergy space. Come join our successful team.

Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer’s business and financial challenges. Builds and manages long term customer relationships/partnerships with key and target facility owners. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused in a vertical market.

Responsible for developing RNG design-build, DBOM, and biogas sale agreement opportunities for Johnson Controls and contracting structured offtake agreements with qualified biogas producers. Work with the business development team as subject matter expert in the placement of biogas with partners. Have a good understanding of the regulations (state/federal) impacting the production and placement of biogas and the associated environmental attribute (RIN/LCFS) markets.   

MAJOR RESPONSIBILITIES:

• Develop market intelligence to identify RNG gas sale, D/B, and DBOM opportunities

• Source offtake agreements with landfill, wastewater, food, dairy/swine & other RNG producers

• Develop proformas to justify investment, development, and offtake agreements

• Responsible for contracting (biogas producers and offtaker/equity partners) using NAESB base contract documents

• Coordinate weekly management meetings

• Attend industry trade shows and networking events to support RNG business development opportunities

• Facilitate meetings between stakeholders (internal/external) to ensure proper communication and data flow

• Communicate and present key deal structure decisions to various stakeholders within organization

• Prepare deal summaries outlining the risk/reward for each opportunity including financial models  

How you will do it

• Sells, 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. Particularly focusing on selling biogas Design-Build-Operate-Maintain (DBOM) and revenue share solutions while ensuring that we achieve maximize share of customers business. Focuses 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. Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.

• Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.

• Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.

• Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer’s business and financial challenges. Differentiates JCI services and