HVAC Service Account Executive

About the role

Build your best future with Johnson Controls. As a global leader in smart, healthy, and sustainable buildings, we help reimagine building performance to serve people, places, and the planet. In this role, you will work in the Orlando area to build long-term service relationships and deliver HVAC service solutions that create value for customers and the business.

Role Overview

The HVAC Service Sales Representative plays a key role in the growth and profitability of the HVAC Service business. You will develop new customer relationships, focus on renewable maintenance agreements, and work closely with branch sales and operations partners to grow business within an assigned territory. Success in this role means creating strong customer partnerships, closing business consistently, and representing Johnson Controls with professionalism.

Key Responsibilities

• Initiate, establish, and grow profitable service relationships with new customers.
• Sell renewable maintenance agreements as the foundation for long-term customer partnerships.
• Work an assigned geographic territory in collaboration with local branch sales and operations teams.
• Use sales tools to plan, document, and track sales activity, opportunities, and progress.
• Qualify prospects, conduct sales calls, and identify customer needs related to HVAC service and equipment.
• Prepare, review, and finalize proposals, then secure customer commitment to the Johnson Controls solution.
• Conduct customer kick-off meetings, resolve customer issues, and support ongoing account growth.
• Create pull-through opportunities, maintain and extend service agreements, and support collections activity.
• Develop territory marketing plans aligned with the Johnson Controls Building Solutions strategy.
• Attend trade shows, participate in professional organizations, and represent Johnson Controls with quality and integrity.

How You Will Do It

• Build a disciplined prospecting rhythm by identifying, targeting, and qualifying prospective customers, then using market conditions and your network to uncover new leads.
• Own outcomes with accountability, safety, and integrity as you schedule appointments, conduct sales calls, and guide each opportunity from first conversation through close.
• Stay close to the customer and the work by uncovering facility challenges, understanding HVAC and controls concerns, and speaking to each customer's business in practical terms.
• Improve every day through candid follow-up and problem solving by addressing objections, resolving issues quickly, and creating pull-through opportunities that extend service agreements.
• Use Salesforce.com and other sales tools consistently to keep management informed, document account status accurately, and know when to ask for support to keep deals moving.
• Win as one team by collaborating with branch colleagues, supporting kick-off meetings and collections, and contributing to territory plans that serve customers well.

Qualifications

• Previous progressive sales roles.
• Exposure to sales methodologies, standards, and disciplines.
• Strong presentation skills with the ability to communicate effectively in both individual and group settings.

Nice to Have

• Aptitude for technical knowledge with a high level of attention to detail.
• Experience selling service and other intangible offerings.
• Knowledge of Building HVAC Systems.
• Knowledge of and experience with Salesforce.com.
• Post-secondary education.

Hiring Salary Range

$55,000-92,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package.

The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply.

To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.

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