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Business Development Director for Sustainable Building Infrastructure, UK&I

2 months ago

London UK, UK, United Kingdom Johnson Controls International Full time

What you will do

Are you experienced in selling complex solutions and effectively engaging with C-level customers? If so, we invite you to join our team and take on the responsibility for selling large, complex bundled offerings with guaranteed savings to high-potential customers in designated markets. You will promote the value proposition of Johnson Controls at the executive level by providing solutions to address the customer's business and financial challenges.

Establish and nurture long-term partnerships with key building owners, aiming to help them seize opportunities for financial stewardship, energy efficiency, infrastructure modernization, cost reduction, and risk transfer. Achieve the planned business results outlined in the assigned area market business plan for all lines of business within Performance Infrastructure (Design-Build, P3, ESPC, as a Service, etc.).

Conduct thorough market analysis to identify opportunities and develop strategies that maximize margins and drive revenue growth. Continuously strive to expand the range of offerings provided to each customer account.

How you will do it

  • Sell our offerings persuasively and confidently to private sector building owners and owners' representatives at the C-level, with minimal supervision. Focus on maximizing profit levels and achieving a significant share of the customers' business. Emphasize the value of performance contracting and provide solutions to their business and financial challenges, establishing joint planning status.

  • Develop partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process. Drive solution sales by managing the ongoing sales process, understanding and anticipating customer needs, actively listening, and addressing concerns. Demonstrate financial and business acumen to build credibility, loyalty, trust, and commitment.

  • Proactively seek out and target prospective customers. Develop a network of contacts and leverage sales process checkpoints to gain small trial closes and commitments. Qualify and assess potential customers and refer leads to other business segments.

  • Maximize the effectiveness and efficiency of assigned Project Development Engineering resources. Ensure that both the customer and Johnson Controls receive maximum value from these resources. Engage appropriate sales support resources, such as construction management services, energy and operational engineering, technical support, and financial and legal resources.

  • Utilize sales tools like Salesforce, Account Management, and Account Plan effectively to plan, document progress, and increase business opportunities. Leverage our monthly sales process checkpoints to gain progressive commitments from the customer. Manage the pipeline and focus on completing the Opportunity Action plan, meeting the milestones in the customer's buying process.

  • Solicit support from and communicate effectively with internal staff. Develop relationships with the Systems and Service sales organization to exceed customer expectations. Take ownership of the customer relationship, particularly when selling as-a-Service initiatives.

  • Act as the customer's advocate in interactions with our organization, ensuring they obtain the best value from our offerings. Set appropriate customer expectations for products and services, participate in final project inspections, and ensure customers are trained and oriented to system operation or the value of services delivered.

What we look for

Required

  • Bachelor’s degree in engineering, or related discipline

  • Extensive work experience selling solutions focused on sustainability, energy efficiency, decarbonization or Net Zero

  • Experience with with direct business development with end-users/building owners including communication with C-level partners

  • Excellent initiative, and interpersonal communications skills

  • Demonstrated ability to influence the market at key levels

  • Ability to travel up to 50% of time

Preferred

  • MBA degree

Our culture

At Johnson Controls you’ll have the opportunity to work on some of the most exciting projects in today’s market. Our hardworking people empower us, and we believe in being part of a team that is open, collaborative, results-oriented, hardworking and above all fun.

We believe that diversity and inclusion matter and make a difference. By embracing the true value of diversity and inclusion, getting comfortable with having crucial conversations, and valuing different perspectives, we will be one of the most desirable places to work.

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