Tyco Major Projects And Government Account Manager

Strategic Account Manager Renewable & Sustainable Energy

Reporting to: Sales Manager

The role will lead Johnson Controls' relationship in managing and growing a named set of the organization's most important and prestigious customers to maximize mutual value and achieve mutually beneficial goals. Critical to success will be actively driving service and revenue growth through the sale of our Enterprise security products into the renewable and sustainable energy market. The nature and type of customer will vary depending upon the specific need but may consist of large energy for waste and renewable energy sites. The role will be focused on securing new logo customers, collaborating with other parts of the wider Johnson Controls business that are already proactive in this sector to align and grow our strategic offering. Typically, the accounts will be considered 'tier 1', meaning they are or have the potential to be significant and require formal account management to ensure retention and relationship expansion.

The primary objective of the role is to build long-term, value-based relationships within the customer, ensuring we have focused development and networking plans so that we both understand the full account organization and actively engage with all stakeholders for long-term business retention and expansion. It is critical that the successful candidate possesses experience in multi-call cycle sales, account management, or similar roles.

Active management of the account plan is a critical requirement – the account plan will form a single source of truth of the current account position, service delivery and performance, as well as the short, medium, and long-term strategies of the customer. Understanding the customer's business plans will help ensure that the account plan includes the strategies and innovations we will drive to support the customer in solving their problems and increasing the 'stickiness' of our relationship.

It will be crucial to map the customers' internal network, understand the full organization, and then define the contact strategy from the account plan to develop the relationship holistically at all levels (c-suite down) and across all functions within the customer (procurement, IT, EHS, programmed management, engineering, etc.). The consultant will need to create relationships with executive-level customers and engage customers in understanding the value of our solutions/services. Good negotiation skills are essential, as is the ability to manage many different customers within a single company.

The role will also be the lead point of contact for solving customer problems, which will require working across the enterprise (internally) to gain insight and actively resolve customer concerns.

The successful candidate will demonstrate energy, passion, and drive for success while displaying the highest levels of professionalism internally and externally. All activities, customer interactions, opportunities, leads, and pipeline will be managed within the company CRM application, salesforce.com.

KPI's / Targets: Installation order values and gross margin and recurring revenue growth and retention; consistent attainment of ROA framework (customer-facing activities, quotation output, attachment rates, conversion rates, and secured orders); active management of account plan and evidenced progression; secured outlook (forecast) accuracy & medium-term revenue growth plan.

Competencies / Attributes / Skills: Customer-focused, deeply understands the customer and works to meet their needs while aligning our services; relationship building, can develop and expand relationships through an organization and gain and keep trust; value selling, defined clear win plan to focus sale on the value of the solution; complex sales, creates winning plans and brings teams together for mutual success; achiever, consistently achieves ROA framework, resulting in high levels of performance; business acumen, understands positioning; effective time manager, manages work effectively and independently to framework; communication, communicates positively, actively, and consistently with internal/external colleagues; pride and quality, ensures the reputation of the business is reflected at all times; integrity and trust, demonstrated at all times.

Experience: Minimum 36 months in a field sales role, preferably in a B2B environment; proven success in new logo capture; preferable to have experience in 'solution sales' and demonstrating value in the sales process; complex knowledge of CCTV and IP infrastructures; strong knowledge of CCTV VMS's and high-end solutions; strong knowledge of enterprise-level access control solutions.

Knowledge: Relationship, solution, account or multi-call selling; service sales/service contract offerings; PC literacy, including knowledge of Microsoft Office products; configure-price-quote tools and applications; CRM management and use preferable (salesforce.com).

Education: Educated to A-level standard (or equivalent), degree or specific professional training preferred; specific training associated with technical standards, codes or industry-related programmes; full UK driving license.