Senior Sales Engineer – IREF
About the Role
We are seeking a highly skilled and experienced Senior Sales Engineer to join our Industrial Refrigeration team. As a key member of our sales team, you will be responsible for selling project works to FM's contractors and end-user customers, while building and maintaining long-term customer relationships.
Key Responsibilities
* Identify new customers through various methods and sell large-scale projects across our core business.
* Own and direct long-term customer relationships/partnerships and fully responsible for customer satisfaction through executing the sales process.
* Seek out, qualify, and close large sales opportunities, with a focus on new business growth.
* Demonstrate expertise and knowledge of competitor business strategies, products, and services, and leverage that favorably to differentiate Johnson Controls from them.
* Assist with solutioning projects with design teams and independently should the need arise.
* Ability to work with design teams to analyze project solutions and present benefits to the client.
* Ability to use SPIN selling techniques.
* Create competitive, high-quality, and timely estimates, bids, proposals, and cost/benefit analysis.
* Ensure that new proposals and bids are compliant with Johnson Controls standards & expectations prior to customer presentation.
* Own final negotiations on value and impact to the customer's business in order to close the sale.
* Build and maintain a network of experts & industry contacts.
Requirements
* Relevant experience within the 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.
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.