Business Development Lead, Energy Efficiency/Building Decarbonization

1 mese fa

Cinisello Balsamo MI, Italia Johnson Controls, Inc. A tempo pieno 8 €

What you will do

Are you experienced in selling complex solutions and effectively engaging with C-level customers? If so, we invite you to join our team and take on the responsibility for selling large, complex bundled offerings with guaranteed performance KPIs to high-potential customers in designated markets. You will promote the value proposition of Johnson Controls at the executive level by providing solutions to address the customer's business and financial challenges.

Establish and nurture long-term partnerships with key building owners, aiming to help them seize opportunities for financial stewardship, energy efficiency, infrastructure modernization, cost reduction, and risk transfer. Achieve the planned business results outlined in the assigned area market business plan for all lines of business within the ESCO (Energy Services Company) market and within Performance Infrastructure space (Design-Build, P3, ESPC, as a Service, etc.) .

Conduct thorough market analysis to identify opportunities and develop strategies that maximize margins and drive revenue growth. Continuously strive to expand the range of offerings provided to each customer account.

How you will do it

  • Sell our offerings persuasively and confidently to private sector building owners and owners' representatives at the C-level , with minimal supervision. Focus on maximizing profit levels and achieving a significant share of the customers' business. Emphasize the value of energy efficiency and energy performance contracting and provide solutions to their business and financial challenges, establishing joint planning status.
  • Develop partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process. Drive solution sales by managing the ongoing sales process, understanding and anticipating customer needs, actively listening, and addressing concerns . Demonstrate financial and business acumen to build credibility, loyalty, trust, and commitment.
  • Proactively seek out and target prospective customers . Develop a network of contacts and leverage sales process checkpoints to gain small trial closes and commitments. Qualify and assess potential customers and refer leads to other business segments.
  • Maximize the effectiveness and efficiency of assigned Project Development Engineering resources. Ensure that both the customer and Johnson Controls receive maximum value from these resources. Engage appropriate sales support resources , such as construction management services, energy and operational engineering, technical support, and financial and legal resources.
  • Utilize sales tools like Salesforce, Account Management, and Account Plan effectively to plan, document progress, and increase business opportunities. Leverage our monthly sales process checkpoints to gain progressive commitments from the customer. Manage the pipeline and focus on completing the Opportunity Action plan, meeting the milestones in the customer's buying process.
  • Solicit support from and communicate effectively with internal staff. Develop relationships with the Systems and Service sales organization to exceed customer expectations. Take ownership of the customer relationship, particularly when selling as-a-Service initiatives.
  • Act as the customer's advocate in interactions with our organization , ensuring they obtain the best value from our offerings. Set appropriate customer expectations for products and services, participate in final project inspections, and ensure customers are trained and oriented to system operation or the value of services delivered.
  • Participate in professional organizations. Attend and present at trade shows.

What we look for

Required

  • Bachelor’s degree in engineering or related discipline.
  • Extensive work experience selling solutions in the ESCO and Building Decarbonization space, focused on sustainability, energy efficiency, or Net Zero.
  • Experience with direct business development with end-users/building owners including communication with C-level partners for a minimum of 10 years.
  • Excellent initiative and interpersonal communications skills.
  • Demonstrated ability to influence the market at key levels.
  • Ability to travel up to 50% of the time.

Preferred

  • MBA degree.

Our benefits

We offer an exciting and challenging position with great personal freedom and professional responsibility. Joining us, you will become part of a leading global multi-industrial corporation defined by its stimulating work environment and job satisfaction. In addition, we offer outstanding career development opportunities, which will stretch your abilities and channel your talents.

We offer:

  • Flexible working hours.
  • Agile working.
  • Meal vouchers of € 8.
  • Company welfare package.

Who we are:

Johnson Controls is a global diversified technology and multi-industrial leader, serving a wide range of customers in more than 150 countries. Our 120,000 employees create intelligent buildings, efficient energy solutions, integrated infrastructure, and next-generation transportation systems that work seamlessly together to deliver on the promise of smart cities and communities. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. We are committed to helping our customers win and creating greater value for all of our stakeholders, through strategic focus on our buildings and energy growth platforms.

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