Senior Industrial Refrigeration Sales Engineer - #146257

Johnson Controls


Date: 2 weeks ago
City: Sunbury-on-Thames
Contract type: Full time
Job Purpose & Scope

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.

Dedicated to a business area – Building Efficiency, operates at Branch level, National where required.

Key Accountabilities

  • 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.

Position Requirements

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

LISB1

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