Field Renewal Sales Representative, Security

Johnson Controls
Edison, NJ, 08818, USA

Sales
Full-time
security sales
field sales representative
customer retention

Our job summary

The Field Renewal Sales Representative at Johnson Controls is responsible for securing renewal agreements and expanding video, access control, intrusion, fire, and digital security services with existing customers. This outside sales role focuses on maintaining and growing recurring revenue by reactivating out-of-service accounts and upselling products within an assigned territory. The position requires strong sales skills, customer relationship management, and collaboration with district sales leaders to meet sales quotas and retention goals.

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What we offer
Competitive salary
Paid vacation/holidays/sick time- 15 days of vacation first year
Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
Encouraging and collaborative team environment
Dedication to safety through our Zero Harm policy
Check us out!:A Day in a Life at Johnson Controls | Sales Roles

What you will do
This is an Outside Sales role within a Local Market reporting within the Johnson Controls security business, directly to a Security Sales Manager where the main focus is to Secure Renewal agreements with existing customers and identifying NPSA Expansion opportunities. This role serves as the subject matter expert for video services, access control services, intrusion services, fire services, and digital services including proactive health and more.
The job responsibility for this position is two-fold. One, to reactivate, add-on, make minor modifications to out-of-service locations. Resales represent a critical need for Johnson Controls. Not only do Resales help us recapture valuable recurring revenue, but they also bring us new Johnson Controls customers that are a great source for selling additional services. Two, to sell our complete services portfolio to existing customers and ensure that their contracts are Renewed based on contract expiration dates.
Our goal is to drive impactful activities, results, improve attach rates, and retain our existing customer base.
Primary responsibility will be to work daily with district sales leaders (CSMs) in managing the stated metrics (both leading and lagging indicators), utilizing all available dashboards and tools.

How you will do it

There are many ways to efficiently influence a territory and aggressively manage the Existing customer base and out-of-service locations. Each territory has numerous Johnson Controls resale/service/renewal opportunities. Finding opportunities:

Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, Power BI RIF List
Pre-Call Planning, Targeted On-Site Engagements, Renewal Acceleration Calls
Networking with Centers of Influence, like property managers
Face-to-face marketing in a given area
Follow the SPIN Selling Sales Call Process, assuring the customer understands our value proposition
Sell services and upsell products within the assigned territory to existing customers, new customers, as well as customers who have a previously discontinued Johnson Controls system, while maintaining assigned sales and service quota and following established guidelines
Target and grow existing customers with expired contracts / contracts set to expire within 12 months, and accounts with low service penetration e.g.
With one service
With no service attached
Market and introduce Johnson Controls digital services to existing customers
Utilize approved marketing materials to present in-person sales presentations and proposals to existing customers, identifying the benefits and advantages of our products and services over those of the competition
Identify prospects by using creative lead-generating techniques, including data mining; leveraging the PowerBI RIF Database
Add-on, amend, convert existing customer systems to meet the customers’ expectations
Adhere to current Johnson Controls policies, procedures, products, programs and services
Follow up with prospects
Prepare final contract for signature
Process work order and complete all paperwork in accordance with approved and standardized procedures
Post-installation follow-up by contacting customers, ensuring commitments were met
Maintain customer retention
Customer Facing vs. Office: 70% / 30%

What we look for

Required:

High school degree or equivalent required.
Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizations
Ability to work a full-time schedule
Available for local travel

Preferred:

College degree preferred.
Minimum of 2 years’ experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota.

HIRING SALARY RANGE: $53,000 - $71,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, 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.
For details, please visit the About Us tab on the Johnson Controls Careers site at

About us - Johnson Controls Careers

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