[Hiring] HVAC Building Automation Direct Channel Application Sales Engineer @Johnson Controls

Role Description

Johnson Controls has an exciting remote opportunity for an Application Engineer – Direct Channel, to support our Controls global product teams. This is a unique opportunity to meet revenue and margin objectives in the Controls product area. You will play a pivotal role in reviewing customer Building Automation System (BAS) project estimates and providing recommendations and strategies to focus on optimizing costs to maximize market competitiveness, utilization of Johnson Controls products and profitability. Additionally, you will manage product pricing variances per project in collaboration with account managers and maintain detailed data tracking and entry in Salesforce, ensuring accurate project details and metrics. You will be considered the technical subject matter expert relating to Building Automation and Control Products (Metasys) and help promote and sell technical products and solutions for Johnson Controls direct product channel. This position is remote, however, must be based in the US.

What you will do

• Establishing the technical needs of the customer and suggesting appropriate products.
• Training branch Sales and Operations teams on existing and new product offerings and estimation and selection tools.
• Proposal review - Thoroughly analyze building automation system proposals and estimates to identify areas for improvement and optimization. Provide feedback and collaborate with estimate owner to ensure opportunities for optimizing project metrics are known and applied.
• Work closely with JCI branch sales teams, engineers, Global Center of Excellence (GCoE) and project managers to align proposal strategies with client needs and organizational objectives.
• Explaining complex technical information to customers in a way that is easily understandable.
• Manage any variance to product pricing per project (discount) in coordination with account managers, ensuring alignment with acceptable project metrics, pricing strategies and profitability targets.
• Recommends product solutions and links to customer objectives to impart total value solution and competitive advantage.
• Maintain detailed data tracking of project estimates, proposals, bid stage and pricing variances in Salesforce, ensuring accuracy and completeness of project details and metrics.
• Generate regular reports and analyses to track project stage, identify trends, and support Account Managers in project follow up and tracking.
• Enters and manages special price quotes in SAP for project related product cost variances and discounts related to channel programs geared toward modernization of Metasys software and hardware.
• Recommends Johnson Controls BAS and HVAC I/O control products solutions to customer objectives to maximize total value solution. Helps differentiate and leverage Johnson Controls’ product offerings from competitor’s products.
• Visits key customers in the region to enhance customer satisfaction and knowledge of assigned products.
• Will have a working knowledge of current lead-times at the factory, support order management expectations, and sign-off on project final orders, as assigned, to allow use of standards and buy-blue best practices.
• Assist, recommend and deliver training classes as appropriate on product mix, features and benefits, tools sets, etc., to increase working knowledge within the channel.
• Communicates new product introductions, flash sheet updates, product announcements, etc. to customer base as required.
• Continuously evaluate and refine proposal processes and strategies to enhance efficiency, effectiveness, and win rates.
• Stay abreast of industry trends, competitor offerings, and market dynamics to identify opportunities for differentiation and innovation in proposals.
• Strategize ways to maximize the utilization of Johnson Controls' end devices and products within proposals, ensuring alignment with client requirements and project specifications.
• Understands the JCI branch customer business and HVACR / BAS Industry at large.
• Develops credibility, loyalty, and commitment. Works to become a trusted advisor within the channel and customer base.

Qualifications

• Bachelor’s degree, or equivalent work experience.
• 5+ years of experience in the Building Construction Industry. Experience with projects related to Mechanical Retrofits, HVAC controls and BAS management.
• Able to support projects of higher projects and contract complexity.
• Experience with Salesforce is preferred.

Salary Range

HIRING SALARY RANGE: $100,000 – 140,000. (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package.

Benefits

• Competitive salary.
• Generous paid vacation, holidays, and sick time - 15 days of vacation in your first year to promote work-life balance.
• Comprehensive benefits package, including 401K, medical, dental, and vision care, available from day one.
• An encouraging and collaborative team environment that values diverse perspectives and fosters innovation.
• On-the-job and cross-training opportunities.
• A strong commitment to safety through our Zero Harm policy, ensuring a safe and secure workplace for all employees.
• JCI Employee discount programs (The Loop by Perk Spot).