Business Development Lead

1 week ago

SunburyonThames Surrey, United Kingdom Johnson Controls Full time

In line with the EMEALA data center vertical strategy, you will develop long-term customer relationships with consulting engineers, design & build contractors and colocation operators to create HVAC related pipeline for the EMEALA 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 will be responsible for clearly articulating and communicating JCI offerings to the customers, provide feedback to the business. For assigned accounts, you will seeks for Johnson Controls to become the preferred supplier of HVAC equipment (“trusted advisor and default spec/BoD” with consulting engineers, design build contractors and colocation operators. You will ensure customer retention and growth of assigned accounts. You will partner up with JCI branch offices within EMEALA to maximize order intake & profit generation from assigned accounts through influence on specifications and market pricing intelligence.
You will utilize sales tools to plan and document progress, as well as increase business opportunity in accounts. Build partnering relationships with assigned colocation 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. Develop and continually refine Account Management Plans to achieve this success.
Understand the customer's business and speak their language. Consistently drive specifications towards the full spectrum of Johnson Controls offerings with consulting engineers, design build contractors 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 drive preference for our offerings, work on building OFCI/CFCI programs for FIRE solutions, achieve favourable specifications & decision making.
Lead collaborative efforts with regional offices, global products and other JCI teams to pursue projects, based on account assignments.
Train and mentor local sales teams within EMEALA to drive customer satisfaction.
Conduct technical presentations on JCI offerings and positions oneself as a subject matter expert to assigned accounts.
Keep management informed of progress and account status. Leverage management with accounts, such as local, area, and/or executive leadership engagement and sponsorship, when and where appropriate.
Utilize 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.
Develop a solid understanding and remains current on industry standards, pertinent building codes/regulations within the EMEALA region, and best practices for design of HVAC solutions within colocation data centers.
Provide 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.
Act as a thought leader, in terms of HVAC solutions for colocation data centers, fosters a team mentality within all internal departments, communicate effectively and clearly to create internal alignment with all stakeholders.
Support 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.
Own and facilitate the customer relationships, through regular cadence, QBRs and on-site/virtual meetings. Initiates technology innovation sessions with consulting engineers, design & build contractors and colocation operators within EMEALA and aligns with global teams on similar initiatives and helps localize those initiatives for colocation segment.
Participate in professional organizations for reasons of personal development, customer relationship building, and industry networking within local/regional market and community.
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.
Bachelor’s degree in Mechanical, Electrical, Engineering, Business, or relevant experience.

~ Proven track record of consistently achieving HVAC sales targets in a B2B environment.

Ability to travel between %25-%50 of the time, both local and within EMEALA.
A valid EU/UK driving license.
Fluent language skills in English.
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 and colocation operators), specifically around OFCI/CFCI programs.
Prior experience with Sales Force, Altify and day-to-day software solutions (Outlook, Office, Teams etc.)
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