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Channel Account Manager II
Charlotte , North Carolina
February 24, 2017
Job Description:

  • Partnering with key and targeted customers to reach optimal sales levels.
  • Recommends product solutions and links to customer objectives to total value solution and competitive advantage.
  • Differentiates and leverages Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls.
  • Creates partnering opportunities with the principles responsible for the decision making process.
  • Actively listens, probes and identifies concerns.
  • Understands customer's business and speaks their language.
  • Develops credibility, loyalty, trust and commitment.
  • Manages ongoing sales process and responds to and anticipates customer needs.
  • Involved in the development and execution of account sales.
  • Responsible for meeting assigned product sales goals and objectives.
  • Using Johnson Controls account management principles and Playbook with assigned accounts, conducts quarterly strategic account review sessions, Ensures that the customer fully understands and executes appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives identified.
  • Key stake holders (Owner, Branch Manager(s), outside/inside sales, counter manager and counter sales)
  • Price and Margin management
  • Store merchandising and maximizing of Johnson Controls product exposure, including counter days and promotional events
  • Support of National Account events or annual meetings as defined by the customer
  • Demand creation through joint calls on refrigeration and HVAC contractors
  • Continuous training and education efforts, throughout organization.
  • Understanding of who is new to a position, and engaging.

Job Qualifications:
  • Bachelor's degree in Engineering, Business, or equivalent sales and technical experience.
  • Minimum of eight year's progressive, direct sales experience, preferably in the HVAC/Controls industry.
  • Able to relate to people at all levels, communicating both on a technical and non-technical basis.
  • MBA is preferred.
  • Demonstrated exceptional interpersonal, verbal and written communication skills.
  • Possesses excellent presentation skills and proficiency at making one on one and group presentations.
  • Able to travel a minimum of 50%.

A little about us:
Johnson Controls is a global diversified technology and industrial leader serving customers in more than 150 countries.

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