Technical Sales & Account Manager - HVAC

Cinisello Balsamo, Milano
Tempo indeterminato
Full time

7 giorni fa

In line with the EMEA data center vertical strategy, you will develop long-term customer relationships with consulting engineers, design & build contractors, hyperscalers and colocation operators to create HVAC related pipeline for the EMEA region. You will maximize account penetration of assigned accounts by serving the full spectrum of HVAC solutions needed, leveraging Johnson Controls’ broad portfolio of HVAC offerings.You are a hunter, driven to seek and develop strong client relationships, self-motivated to drive growth. You’re naturally perseverant, tenacious and consistent in your approach to work, managing multiple priorities simultaneously because of your excellent planning, organization and time management skills.You will be responsible for clearly articulating and communicating JCI offerings to the customers, provide feedback to the business. You will strategize on the sales approach and define stakeholder mapping to improve JCI’s competitiveness in the market.For assigned accounts, you will seek for Johnson Controls to become the preferred supplier of HVAC equipment (“trusted advisor and default spec/BoD” with consulting engineers, design build contractors, hyperscalers and colocation operators. You will ensure customer retention and growth of assigned accounts. You will partner up with JCI branch offices within EMEA to maximize order intake & profit generation from assigned accounts through influence on specifications and market pricing intelligence.You will effectively team up with JCI teammates from all departments to ensure customer support and satisfaction. You will utilize sales tools to plan and document progress, as well as increase business opportunity in accounts. You will educate and support consultant engineers on a regular basis to influence customer specifications. Eventually, you will be expected to achieve your quarterly quotas and annual sales plans.How you will do it:

Builds partnering relationships with assigned Data Center customers (C, VP and operational levels) and consulting engineers to earn basis of design (BOD), influence specifications, and lead account and project strategies to grow our account share across our entire line card of HVAC Systems offerings. Develops and continually refines Account Management Plans to achieve this success.
Maintains frequent face-to-face contact with the customers who most directly influence decisions. Actively listens, probes, identifies and addresses concerns. Understands the customer's business and speaks their language. Develops credibility, loyalty, trust and win-win-win relationships.
Consistently drives specifications towards the full spectrum of Johnson Controls offerings with consulting engineers, design build contractors, hyperscalers and colocation operators, not only earning BoD status, but also influencing written specifications to provide value to the customers and differentiation from competitors. With assigned owner accounts, consistently drives preference for our offerings, works on building OFCI/CFCI programs for HVAC solutions, achieves favorable specifications & decision making.
Leads collaborative efforts with regional offices, global prodcuts and other JCI teams to pursue projects, based on account assignments.
Develops relationships with internal support, sales, operations, and administrative staff to ensure customer satisfaction, and quickly addresses issues. Trains and mentors local sales teams within EMEA to drive customer satisfaction.
Conducts technical presentations on JCI offerings and positions oneself as a subject matter expert to assigned accounts.
Keeps management informed of progress and account status. Leverages management with accounts, such as local, area, and/or executive leadership engagement and sponsorship, when and where appropriate.
Utilizes applicable sales tools effectively (Salesforce CRM, Altify Account Management, STAR Account Plan reviews etc.) to plan, build pipeline of opportunity, and document progress as well as increase penetration of accounts.
Develops a solid understanding and remains current on industry standards, pertinent building codes/regulations within the EMEA region, and best practices for design of HVAC Equipment within data centers.
Provides feedback to management and factory teams on activities in the field, including customer perception of JCI products, competitive moves, industry trends, and lost/secured/pipeline information.
Acts as a thought leader, in terms of HVAC solutions for data centers, fosters a team mentality within all internal departments, communicates effectively and clearly to create internal alignment with all stakeholders.
Supports the entire pre-bid (sales support), bid (DoA) and post-bid (hand over) processes to set our regional teams up for a successful delivery and works with local/regional/global operation teams to achieve high levels of customer satisfaction.
Owns and facilitates the customer relationships, through regular cadence, QBRs and on-site/virtual meetings. Initiates technology innovation sessions with consulting engineers, design & build contractors, hypersclaers and colocation operators within EMEA and aligns with global teams on similar initiatives and helps localize those initiatives for data centers.
Participates in professional organizations for reasons of personal development, customer relationship building, and industry networking within local/regional market and community.

Required Skills & Experiences:

Bachelor’s degree in Mechanical, Engineering, Business, or, proven track record of achieving HVAC sales targets for the past five (5) years in a B2B setting.
Ability to adapt and flex while working on influencing and guiding customer with a consultative approach that will enable them to choose the best solution.
Ability to work in a matrix environment as an individual contributor.
To be based in/around the FLAP-D markets
Ability to travel between %25-%50 of the time, both local and within EMEA.
A valid EU/UK diriving license.
Fluent language skills in English.

Preferred

Five (5) years of experience selling HVAC solutions within the data centers industry.
An existing network/relationships within the data centers industry (consulting engineers, contractors, hyperscalers and colocation operators), specifically around OFCI/CFCI programs.
Experience communicating effectively across multiple cultures.
Prior experience with Sales Force, Altify and day-to-day software solutions (Outlook, Office, Teams etc.)

What we offerImagine a career that perpetually stretches your capabilities. From managing many of the world’s most iconic buildings to making products that help save lives, the breadth of our opportunities empowers you to chart your own path. We are a truly global company that embraces diversity, rewards hard work and inspires people to reach for more. In an environment that is constantly evolving, we will set the foundation for you to grow and chart a career path that is as unique as you are. As part of our team, you will have the opportunity to make an impact that people can feel. The world is waiting for you and so are we.We look forward to receive your application. Only candidates matching the requirements will be contacted. Follow us: on Jci.com, LinkedIn, YouTube and Twitter to learn more about our company and career opportunities.Who we areJohnson Controls is a global diversified technology and multi industrial leader, serving a wide range of customers in more than 150 countries. Our 120,000 employees create intelligent buildings, efficient energy solutions, integrated infrastructure and next generation transportation systems that work seamlessly together to deliver on the promiseof smart cities and communities. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. We are committed to helping our customers win and creating greater value for all of our stakeholders, through strategic focus on our buildings and energy growth platforms.

Johnson Controls

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