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- Tasks: Drive sales of large-scale refrigeration projects and build lasting customer relationships.
- Company: Join Johnson Controls, a leader in building efficiency and innovative HVAC solutions.
- Benefits: Enjoy competitive pay, growth opportunities, and a supportive team environment.
- Why this job: Be part of impactful projects that enhance energy efficiency and sustainability.
- Qualifications: 5 years in the industrial refrigeration sector with strong sales experience required.
- Other info: Opportunity to work on complex bids and collaborate with design teams.
The predicted salary is between 43200 - 72000 £ per year.
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
Dedicated to a business area - Building Efficiency, operates at Branch level, National where required.
Key Accountabilities
- 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.
Position Requirements
- 5 years relevant experience within IREF industry with an emphasis on chillers, heat pumps and HVAC products and applications.
- 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.
Senior Industrial Refrigeration Sales Engineer employer: Johnson Controls
Contact Detail:
Johnson Controls Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Industrial Refrigeration Sales Engineer
✨Tip Number 1
Network actively within the industrial refrigeration sector. Attend industry events, trade shows, and seminars to meet potential clients and learn about their needs. Building relationships with key players can give you an edge in securing sales opportunities.
✨Tip Number 2
Familiarise yourself with SPIN selling techniques, as they are crucial for understanding customer needs and closing complex sales. Practising these techniques can help you articulate your value proposition more effectively during client interactions.
✨Tip Number 3
Stay updated on the latest trends and technologies in the HVAC and refrigeration industry. This knowledge will not only enhance your credibility but also enable you to provide innovative solutions that meet your customers' evolving needs.
✨Tip Number 4
Develop a strong understanding of your competitors' offerings. Knowing their strengths and weaknesses will allow you to position your solutions more effectively and highlight what sets you apart in negotiations.
We think you need these skills to ace Senior Industrial Refrigeration Sales Engineer
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in the industrial refrigeration sector, particularly with chillers and heat pumps. Emphasise your track record of managing large-scale projects and building customer relationships.
Craft a Compelling Cover Letter: In your cover letter, demonstrate your understanding of the company's sales processes and how your skills align with their needs. Use specific examples from your past experiences to showcase your ability to close complex sales opportunities.
Highlight Relevant Skills: Clearly outline your expertise in SPIN selling techniques and your ability to work with design teams. Mention any experience you have with creating competitive bids and proposals, as this is crucial for the role.
Showcase Your Industry Knowledge: Demonstrate your knowledge of competitors and industry trends in your application. This will show that you are not only familiar with the products but also understand the market landscape, which is essential for building long-term customer relationships.
How to prepare for a job interview at Johnson Controls
✨Know Your Products Inside Out
Make sure you have a deep understanding of chillers, heat pumps, and HVAC products. Be prepared to discuss their applications and benefits in detail, as well as how they compare to competitors' offerings.
✨Demonstrate Your Sales Process Knowledge
Familiarise yourself with the sales processes and tools used by the company. Be ready to explain how you would apply these methods to identify new customers and close large-scale projects.
✨Showcase Your Relationship-Building Skills
Prepare examples of how you've successfully built and maintained long-term customer relationships in the past. Highlight your ability to influence and inspire both clients and internal teams.
✨Be Ready for Technical Discussions
Expect to engage in technical discussions about project solutions. Brush up on your ability to work with design teams and present complex ideas clearly to clients, showcasing your problem-solving skills.
