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Security Service Executive

Company: Johnson Controls
Location: roseville
Posted on: May 3, 2021

Job Description:

Reporting within the Johnson Controls security business, directly to a Security Sales Manager,

this roles main focus is to secure Planned Service Agreements with new and existing

customers. This role serves as the subject matter expert for video 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 JCI. Not only do

Resales help us recapture valuable recurring revenue, but they also bring us new JCI customers

that are a great source for selling additional services. Two, to sell our complete services

portfolio to new and existing customers.Our goal is to drive impactful activities, results, and improve attach rates.

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 out-of-

service locations. Each territory has numerous JCI resale/service opportunities. Finding

  • Opportunity data, from sources such as Salesforce, ADMIN, 55 Day list, PowerBI RIF List
  • Field and phone blitzes
  • Networking with Centers of Influence, like property managers
  • Face-to-face marketing in a given area

Specific responsibilities are outlined below:

  • 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 JCI system, while
  • maintaining assigned sales and service quota and following established guidelines
  • Target and grow existing customers with low service penetration e.g.
  • With one service
  • With no service attached
  • Market and introduce JCI digital services to existing customers and new prospects
  • Target non JCI customers to add services or take over existing service contracts
  • 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
  • Utilize approved marketing materials to present sales presentation and proposal to prospects,
  • identifying the benefits and advantages of our products and services over those of the
  • competition
  • Adhere to current JCI 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

The Security Services Executives job is transactional and focused on PSAs. Therefore, when

either a resale is reactivated, or an additional service(s) is sold to an existing customer, the SSE

moves on to the next opportunity.This role will target and reach out to existing customers who already have an account

representative assigned. While the account may sit with a territory representative, this

territory rep may not have proposed services initially, or add-on services, it is then the

responsibility of the SSE to sell services and increase attach rates. When uncovering an opportunity for a service and the customer is interested in a new

technology, the SSE must turn over the new opportunity to the assigned territory rep to follow

through with the customer.

Johnson Controls International plc. is an equal employment opportunity and affirmative action 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, 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 .

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Keywords: Johnson Controls, Roseville , Security Service Executive, Other , roseville, California

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