Field Sales Executive - Navy Systems

We are seeking a Field Sales Executive to join our federal team supporting the Norfolk, VA region. Our Navy Systems business supports major defense industrial base shipbuilders and has been supplying mission-critical cooling and refrigeration equipment and systems to the US Navy for over 100 years. This is an exciting opportunity to provide sales generation, pipeline management, and maintain client relationships across the entirety of fielded JCNS equipment within a growing business and fast-paced environment.Compensation & BenefitsPay: Salaried base plus commissionLocation: Onsite in Norfolk, VABenefits: Eligible for benefits on first day of employmentVacation: 3 weeks of paid vacation, 5 sick days, 3 floating holidays, and 10 standard holidays per calendar year (6.5 weeks in total)Travel Required: Up to 50%ResponsibilitiesResponsible for the sale of JCNS HVAC&R repair/modernization service offerings to U.S. Navy customers within a specified geographic region.Consult on technical solutions that improve shipboard HVAC&R performance, reduce energy and lifecycle costs, increase energy resiliency, and otherwise enhance mission assurance.Use account management disciplines to understand customers' goals, and to build and manage long-term customer relationships within key and target accounts.Address customers' operational and performance objectives by recommending and delivering comprehensive and innovative solutions.Develop preventative maintenance service agreements within assigned accounts. Focus on improving the availability of existing equipment to achieve U.S. Navy objectives.Develop budgets and pricing and help customers quantify the business case to secure budget approval. Educate customers on Federal or Navy-specific funding programs or IDIQ contract vehicles that may support their goals.Create competitive, high quality and timely estimates, proposals, and cost/benefit analysis. Effectively writes and presents proposals.Execute the sales process to cultivate, qualify and close new sales opportunities. Manage the high activity of the pipeline in CRM tools with a focus on sales phase, close date, and probability of a close.Build and maintain thorough account relationships coupled with strategic account planning to methodically and reliably achieve business expansion within accounts.Collaborate with and support JCFS' Norfolk operations team in the development and delivery of projects to ensure customer satisfaction.Actively participate in professional organizations, conferences, expert panels, and other industry events to demonstrate innovation and thought leadership.Required Qualifications5+ years of progressive field sales experience.Demonstrated subject matter expertise in energy management and HVAC systems.Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills; both written and verbal.Demonstrated ability to influence account decision makers at key levels, preferably at the C and D levels.Proficiency with U.S. Federal Government agency budgeting and contracting (acquisition) processes.Proficiency with Microsoft Office products (Word, Excel, PowerPoint, Project), Outlook, and general Windows environment.The ability to obtain and maintain required government security clearances as needed. (This involves a background/character, criminal history, employment, and credit check.)Ability to travel within the region up to 50%Preferred Qualifications3+ years sales experience focused on U.S. Navy HVAC&R maintenance/modernization services.Preferred EducationBachelor's Degree in either Engineering, Business, Marketing, or related discipline. MBA preferred.Equal Employment Opportunity StatementJohnson Controls is an equal employment opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/careers.J-18808-Ljbffr