As a consultative and solution-driven Technical Sales Engineer you will focus on technical sales of Fire Suppression and Detection solutions by creating and sustaining relationships with new and existing Global customer base including end-users within the Marine and Naval marketplace as well as relevant Defence contractors and installers. You will manage the complete sales cycle and client relationship as well as internal relationships to ensure identification of opportunities to cross-sell the Company’s complete product portfolio. There will be an emphasis of account management as well as new business development. Daily tasks will include but are not limited to the following:

How you will do it 

To be successful as technical sales representative you will identify the best existing accounts to target for growth as well as having the opportunity to self-generate your own leads through careful planning & business development activity. You will create opportunities to bid on projects, manage the complete sales process and be comfortable presenting technical and commercial information to board level. You will manage leads and drive sales performance using Salesforce

• Owns the Johnson Controls’ Building Efficiency value proposition to customers by continuously optimizing the link between the customer’s operational and business objectives, needs and requirements and the Johnson Controls’ solutions in order to provide a total value solution and competitive advantage.
• Seeks out new clients within the Navy market sector in specific geographical areas
• Owns and directs long-term customer relationships/partnerships and fully responsible for customer satisfaction through executing the sales process.
• Seeks out, qualifies and closes large & more technically complex new sales opportunities, with a specific focus on new business growth.
• Demonstrates expertise knowledge of the competitor’s business strategies, products and services and leverages that favourably to differentiate Johnson Controls from them.
• Demonstrates leadership through setting technical trends and defining industry benchmarks. Introduces new approaches & best practices to differentiate Johnson Controls in the market.
• Working within the Sales team assists in creating competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
• Ensures that new proposals and bids are compliant with Johnson Controls standards & expectations prior to customer presentation. Owns final negotiations on value and impact to the customer’s business in order to close the sale.
• Working within the Sales team to optimize terms & conditions that impact Accounts Receivable (A/R) and assures full compliance with Johnson Controls’ financial standards.
• Utilizes applicable sales tools effectively to plan and document progress as well as to increase business growth. Leverages Johnson Controls sales process to close sales quickly.
• Builds & maintains network of experts & industry contacts, solicits support from and communicates effectively with the broader Johnson Controls organization to promote customer satisfaction whilst respecting Johnson Controls strategies, processes and tools.
• Participates as an industry leader in professional organizations and appropriate trade shows.
• Refers leads to other business segments
• In addition to the above mentioned tasks, other activities and responsibilities may be individually defined.

What we look for 

Required 

• Experience and proven track record of business to business technical solutions sales.
• Track record of sales within Marine & Naval space
• Ability to survey and design mechanical installation projects.
• Ability to function autonomously.
• Excellent communication skills; ability to leverage resources and engage operational departments to ensure high levels of customer service.
• Ability to create winning plans and bring teams together for mutual success.
• Full UK driving licence. 

Preferred 

• Ability to demonstrate ‘value based’ selling
• Experience and knowledge of fire & gas suppression, and protection systems.
• Experience within a technical sales representative, sales engineer, sales consultant, business development manager/BDM or key account manager function.
• Ability to develop and expand relationships through an organisation
• Understanding of marketing strategy.
• Strategic thinker, not afraid to question norms.
• Knowledge/experience using CRMs, in particular Salesforce.com