Industrial Refrigeration Sales Engineer

3 months ago

SunburyonThames, United Kingdom Johnson Controls International Full time

Senior Sales Engineer – IREF

What we offer

  • Competitive salary and company car + commission.

  • Paid holidays and sick pay

  • Comprehensive benefits package including pension, life assurance, employee assistance program, employee referral scheme, employee discounts including high street brands, cycle 2 work scheme and discount on Johnson Controls security products

  • Extensive product and on the job/cross training opportunities with outstanding resources available

  • Encouraging and collaborative team environment

  • Career development through various career ladders including Customer Service

  • Dedication to safety through our Zero Harm policy

  • Access to business resource groups

  • Training on our company values

  • IT equipment to complete all jobs

What you will do

Responsible for the sale of project works to FM’s contractors and end user customers. Whilst building and maintaining long-term customer relationships and using company defined sales processes & tools to increase revenue.

Responsible for managing large scale, complex bids whilst facilitating the wider teams and support functions to ensure quality bid submissions.

Solutions might include:

  • Chiller / Heat Pump Product sales (both synthetic refrigerant and natural).

  • Turn key installation projects.

  • Large scale service works.

  • System modification works.

  • Retrofit projects.

  • Design and Build refrigeration / A/C solutions.

  • Service and maintenance contracts.

How you will do it

  • Identify new customers through various methods and sell large scale projects across our core business.

  • Owns and directs long-term customer relationships/partnerships and fully responsible for customer satisfaction through executing the sales process.

  • Seeks out, qualifies and closes large sales opportunities, with a focus on new business growth.

  • Demonstrates expertise and knowledge of the competitor's business strategies, products and services and leverages that favourably to differentiate Johnson Controls from them.

  • Seeks out, qualifies and closes large & more technically complex new sales opportunities.

  • Ability to assist with solutioning projects with design teams and independently should the need arise.

  • Ability to work with design teams to analyse project solutions and present benefits to the client.

  • Ability to use SPIN selling techniques.

  • Creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.

  • Ensures that new proposals and bids are compliant with Johnson Controls standards & expectations prior to customer presentation.

  • Owns final negotiations on value and impact to the customer's business in order to close the sale.

  • Builds & maintains network of experts & industry contacts.

  • In addition to the above mentioned tasks, other activities and responsibilities may be individually defined.

  • Develop, communicate and implement growth initiatives with the guidance and support of the Sales Manager.

What we look for

  • Relevant experience within IREF industry with an emphasis on chillers, heat pumps and HVAC products and applications.

  • Knowledge and understanding of selling service maintenance contracts.

  • A demonstrable track record of dealing with End Users, FMs and contractors and developing a strong working relationship in order to increase sales.

  • Business acumen & strategic thinking.

  • Ability to inspire and influence internally and externally.

  • Commercially Astute.

  • Excellent initiative, and interpersonal communication skills both in writing and verbally.

  • Actively listens, probes and identifies concerns. Influences the customer's business at the highest level and is considered a valued Advisor.

If yes, then we'd love to hear from you

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