Service Account Executive, Security
Johnson Controls
- Tampa, FL
- Permanent
- Full-time
- There are many ways to efficiently influence a territory and energetically handle the out-of-service locations. Each territory has numerous JCI resale/service opportunities. Finding opportunities:
- Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, PowerBI RIF List
- Field and phone blitzes
- Networking with Centers of Influence, like property managers
- Face-to-face marketing in a given area
- Follow the SPIN Selling Sales Call Process, assuring the customer understands our value proposition
- Sell services and upsell products within the assigned territory to existing customers, new customers, as well as customers who have a previously discontinued JCI system, while maintaining assigned sales and service quota and following established guidelines
- Target and grow existing customers with low service penetration e.g.
- With one service
- With no service attached
- Market and introduce JCI digital services to existing customers and new prospects
- Use approved marketing materials to present sales presentation and proposal to prospects, identifying the benefits and advantages of our products and services over those of the competition
- Target non JCI customers to add services or take over existing service contracts
- Identify prospects by using creative lead-generating techniques, including data mining; using the PowerBI RIF Database
- Add-on, amend, convert existing customer systems to meet the customers’ expectations
- Adhere to current JCI policies, procedures, products, programs and services
- Follow up with prospects
- Prepare final contract for signature
- Process work order and complete all paperwork in accordance with approved and standardized procedures
- Post-installation follow-up by contacting customers, ensuring commitments were met
- Maintain customer retention