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Sales Executive- Industrial Refrigeration

What you will do?

Under specific direction, develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners.  Seeks for Johnson Controls to become the preferred supplier of Industrial Refrigeration Systems offerings within their assigned accounts (“last look” with contractors, “default spec” with consulting engineers, “trusted advisor” with account owners). With assistance, ensures customer retention of assigned accounts.  Partners with other sales representatives and/or agents to maximize profit generation from accounts through influence on specifications (owners, consulting engineers) and market pricing (contractors). 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 opportunities.  Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Achieves quarterly quotas and annual sales plans. Obtains and closes sales on a monthly basis.

How you will do it?

1 - Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and contractors while reaching optimal profit levels. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Particularly focusing on selling Industrial Refrigeration bundle equipment and/or Turk Key offering to selected accounts and Vertical Markets.

2- Builds partnering relationships with the owner, owner representatives or contractor responsible for the decision making process to drive the system technology sales of JCI offerings. Maintains frequent face-to-face contact with the customers who most directly influence account penetration.  Actively listens, probes and identifies concerns.  Addresses customer’s concerns and performance lapses.  Understands the customer's business and speaks their language.  Develops credibility, loyalty, trust and commitment.

3- Seeks out, targets and initiates contact with owners, multiple contractors and consultants responsible for the decision making of systems purchases in new and renovated buildings. Develops network of contacts. Uses JCI Sales process within the construction development process to position JCI as only responsible and responsive provider. Demonstrates technical knowledge and a solution that matches the customer’s project challenge to provide value to the customer and favorably position JCI. Qualifies and assesses potential customers. Refers leads to other business segments. Addresses customer's operational and environmental objectives, needs and requirements. Recommends solutions and links customer objectives to total value solution and competitive advantage. Applies knowledge of competitor’s business strategies, control products and solutions to favorably differentiate JCI from them.

4 - Positively and credibly influences design and construction with contractors and consultants. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Effectively writes, presents and communicates bids.

5 - Negotiates value, addresses resistance when demonstrated and closes the sale. Differentiates JCI as a total building environment supplier. Utilizes applicable sales tools effectively (SMIS, Account Management plan and website, Account Plan and TAS) to plan, communicates and documents progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages process steps of the pipeline in SMIS with a focus on next steps, action items and milestone dates.

6 - Assists in the development of the team or Area Office Systems sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.

7- Keeps management informed of progress and account status. Assess opportunities risks and prepare pre-bid information for discussion and pre-approval with upper management. Knows when to call for assistance from manager to keep the sales process moving.

8 - Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position Johnson Controls. Keep up to date in the latest technologies with Refrigeration Systems using Natural Refrigerants (Ammonia, CO2, brine, etc).

9 - Prospects, qualifies and assesses potential customers.  Teams with colleagues on individual projects based on account assignments.  Honors the credit split guidelines and refers leads to other business segments.

10 - Develops relationships with internal operations and administrative staff to ensure customer satisfaction, and effectively and efficiently address issues.

11 - Manages receivables balances in line with JCI objectives and policies.

12 - Solicits support from and communicates effectively with internal staff to ensure customer satisfaction.  Develops relationships with other BE organizations (ie: Systems, Solutions, Service, etc) to exceed customers' expectations.

13 - Attends and presents at trade show. Participates in professional organizations.

What we look for?

Bachelor’s degree in engineering, or related discipline required

English/Expert (Mandatory)

A minimum of five or six years of progressive field sales experience

Experience in HVAC, industrial refrigeration.

Extensive experience in consultative selling

Experience in industrial food and beverage oil&gas markets

Extensive experience developing markets in the Caribbean.

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.

Average salary estimate

$80000 / YEARLY (est.)
min
max
$70000K
$90000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Sales Executive- Industrial Refrigeration, JCI

At Johnson Controls, we're on the lookout for a passionate Sales Executive specializing in Industrial Refrigeration to join us in Guaynabo, Puerto Rico! In this role, you’ll build and maintain long-term relationships with key stakeholders, including contractors, consulting engineers, and building owners. Your mission? To showcase our top-notch Industrial Refrigeration Systems and ensure they become the preferred choice for our clients. You’ll be the trusted advisor that not only retains customers but also expands our reach in the market! Collaborating closely with other sales representatives, you'll drive profit generation and enhance our specifications with consulting engineers and contractors. We value customer satisfaction, so you’ll execute the sales process with expertise while actively seeking out fresh sales opportunities. This role is all about building partnerships, understanding client needs, and influencing decision-making processes. You won’t just be selling; you'll be presenting solutions that resonate with their project goals. To succeed, you’ll need a background in HVAC or industrial refrigeration along with excellent consultative selling skills. Even better, if you have experience in the Caribbean markets, that’s a huge plus! Get ready to thrive in a dynamic environment where your contributions directly impact our success and help shape the future of our clients. If you’re eager to explore this incredible opportunity, we can’t wait to meet you!

Frequently Asked Questions (FAQs) for Sales Executive- Industrial Refrigeration Role at JCI
What are the primary responsibilities of the Sales Executive- Industrial Refrigeration at Johnson Controls?

The Sales Executive- Industrial Refrigeration at Johnson Controls focuses on developing long-term relationships with key accounts such as contractors and consulting engineers. Your primary responsibilities will include executing the sales process, enhancing customer retention, and maximizing profit generation through your influence on specifications and market pricing.

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What qualifications do I need to apply for the Sales Executive- Industrial Refrigeration position at Johnson Controls?

To apply for the Sales Executive- Industrial Refrigeration role at Johnson Controls, candidates must hold at least a bachelor's degree in engineering or a related field. Additionally, having five to six years of progressive field sales experience in HVAC or industrial refrigeration is essential for success in this position.

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How does Johnson Controls support its Sales Executive- Industrial Refrigeration in achieving sales targets?

Johnson Controls provides comprehensive sales training, resources, and tools to its Sales Executive- Industrial Refrigeration, enabling them to effectively manage customer accounts and achieve their sales targets. This includes utilizing sales tools to document progress and collaborating with other sales representatives to increase business opportunities.

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What skills are crucial for a Sales Executive- Industrial Refrigeration at Johnson Controls?

Success in the Sales Executive- Industrial Refrigeration position at Johnson Controls requires strong consultative selling skills, technical knowledge of refrigeration systems, excellent communication abilities, and the ability to understand and meet customer needs. Networking and relationship-building skills are also essential to thrive in this role.

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Is experience in the Caribbean markets relevant for the Sales Executive- Industrial Refrigeration position at Johnson Controls?

Yes, experience in developing markets in the Caribbean is highly relevant for the Sales Executive- Industrial Refrigeration position at Johnson Controls. Familiarity with regional business practices and customer preferences can significantly enhance sales effectiveness and relationship building in this role.

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Common Interview Questions for Sales Executive- Industrial Refrigeration
Can you describe your experience with consultative selling in industrial refrigeration?

When answering, focus on a specific situation where you utilized consultative selling techniques to address a customer's needs. Discuss how you engaged with stakeholders, identified their unique requirements, and presented tailored solutions that led to successful outcomes.

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How do you approach building relationships with contractors and consulting engineers?

To effectively answer this question, describe your strategy for establishing trust and rapport by engaging in face-to-face meetings, actively listening to their concerns, and demonstrating technical knowledge of your products, which in this case are the industrial refrigeration systems offered by Johnson Controls.

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What strategies do you use to stay updated on industry trends and technologies?

Mention your commitment to continuous learning through industry publications, attending trade shows, networking with peers, and participating in professional organizations. Highlight any relevant training or certifications that keep you ahead in the industrial refrigeration field.

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Can you give an example of a successful negotiation you have led?

Provide a specific example where you successfully negotiated terms with a challenging client. Discuss your preparation, the key factors you focused on, and how you managed to close the deal while maintaining a positive relationship with the client.

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What is your process for managing customer satisfaction after a sale?

Outline your approach to ensuring customer satisfaction, including how you maintain communication, follow up on service delivery, and proactively address any issues that arise post-sale. Emphasize the importance of developing long-term partnerships with customers, especially in the industrial refrigeration sector.

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How do you prioritize your accounts and manage your sales pipeline?

Explain your methodology for assessing account potential and prioritizing based on factors such as revenue potential, customer engagement, and market trends. Discuss how you use sales tools effectively to monitor the sales pipeline and focus on actionable steps.

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Describe a situation where you addressed a customer's concerns about performance lapses.

Share a specific example where you identified a performance issue and addressed the customer's concerns by providing solutions. Highlight your ability to listen, empathize, and communicate effectively to restore their trust in your products or services.

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What do you believe sets Johnson Controls apart from its competitors in the industrial refrigeration market?

Articulate your understanding of Johnson Controls' unique value propositions, including technology leadership, customer service, and a comprehensive product offering. Support your answer with insights on how these factors positively impact customer decisions.

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How do you leverage teamwork to achieve sales goals?

Illustrate your experience working collaboratively with other sales representatives and internal teams to achieve common sales objectives. Discuss specific examples demonstrating how you share leads, resources, and support to maximize business opportunities.

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What tools do you find most helpful in your sales process?

Discuss the sales tools you utilize, such as CRM software, account management programs, and analytics platforms to monitor sales performance, gather insights, and improve customer interactions. Emphasize how you integrate these tools to streamline your workflow and achieve sales success.

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Inclusive & Diverse
Rise from Within
Mission Driven
Diversity of Opinions
Work/Life Harmony
Transparent & Candid
Growth & Learning
Fast-Paced
Collaboration over Competition
Take Risks
Friends Outside of Work
Passion for Exploration
Customer-Centric
Reward & Recognition
Feedback Forward
Rapid Growth
Medical Insurance
Paid Time-Off
Maternity Leave
Mental Health Resources
Equity
Paternity Leave
Fully Distributed
Flex-Friendly
Some Meals Provided
Snacks
Social Gatherings
Pet Friendly
Company Retreats
Dental Insurance
Life insurance
Health Savings Account (HSA)
MATCH
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TEAM SIZE
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EMPLOYMENT TYPE
Full-time, on-site
DATE POSTED
April 12, 2025

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