About this role
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!
#LI-TL1 • Remote: #LI-Hybrid