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!
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