Job Title: Strategic Account Manager Renewable & Sustainable Energy
Reporting to: Sales Manager
Overview / Responsibilities
- The role will lead Johnson Controls\' relationship in managing and growing a named set of the organization\'s most important and prestigious customers to maximize mutual value and achieve mutually beneficial goals. Critical to success will be actively driving service and revenue growth through the sale of our Enterprise security products into the renewable and sustainable energy market. The role will focus on securing new logo customers and collaborating with other parts of the wider Johnson Controls business to align and grow our strategic offering. Accounts are typically tier 1, requiring formal account management to ensure retention and relationship expansion.
- Build long-term, value-based relationships within the Customer, including focused development and networking plans to understand the full account organization and engage with all stakeholders for long-term business retention and expansion.
- Maintain an active account plan as the single source of truth for current position, service delivery, performance, and short-, mid-, and long-term customer strategies; identify strategies and innovations to support the customer and increase relationship stickiness.
- Map the Customer\'s internal network, define a contact strategy from the account plan, and develop relationships across all levels (C-suite to functional areas such as procurement, IT, EHS, program management, engineering). Build relationships with executive-level customers and demonstrate the value of our solutions/services; demonstrate strong negotiation skills and manage multiple customers within a single company.
- Serve as the lead point of contact for solving customer problems, collaborating internally to gain insight and resolve concerns.
- Demonstrate energy, passion, and drive for success with the highest levels of professionalism internally and externally.
- All activities, customer interactions, opportunities, leads, and pipeline will be managed within the Company CRM application, salesforce.com.
KPIs / Targets
- Installation order values and gross margin; recurring revenue growth and retention.
- Consistent attainment of ROA framework (customer-facing activities, quotation output, attachment rates, conversion rates, and secured orders).
- Active management of account plan and evidenced progression; accurate forecast and medium-term revenue growth plan.
Competencies / Attributes / Skills
- Customer-focused with the ability to understand and meet customer needs while aligning services; strong relationship building and trust development across organizations.
- Value selling with clear win plans; capable of complex sales and coordinating cross-functional teams for mutual success.
- High achievement orientation, business acumen, and effective time management; strong communication with internal and external stakeholders; integrity and trust.
Experience
- Minimum 36 months in a field sales role, preferably in a B2B environment; proven success in new logo capture.
- Experience in solution selling and demonstrating value in the sales process; complex knowledge of CCTV and IP infrastructures; strong knowledge of CCTV VMS and high-end solutions; strong knowledge of enterprise-level access control solutions.
Knowledge
- Relationship, solution, account or multi-call selling; service sales/service contract offerings.
- PC literacy (Microsoft Office); configure-price-quote tools; CRM management (preferably Salesforce).
Education
- Educated to A-level standard (or equivalent); degree or specific professional training preferred; training related to technical standards, codes or industry-related programmes; full UK driving license.
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