Channel Account Manager

Johnson Controls   •  

Bothell, WA

Industry: Professional, Scientific & Technical Services


8 - 10 years

Posted 172 days ago

This job is no longer available.

What you will do and how you will do it

  • Partners with Key and Target customers to reach optimal sales levels. 
  • Recommends product solutions and links to customer goals to strategic initiatives to provide a value-add solution and competitive advantage. 
  • Differentiates and leverages Johnson Controls product offerings from competitors based on the overall benefit of doing business with Johnson Controls. 
  • Creates partnering opportunities with the principles responsible for the decision making process. 
  • Actively listens, probes customers to identify concerns. 
  • Understands customer's business and speaks their language. 
  • Develops credibility, loyalty, trust and commitment. 
  • Manages ongoing sales process and responds to and anticipates customer needs. 
  • Involved in the development and execution of account sales. 
  • Responsible for meeting assigned product sales goals and objectives. 
  • Using Johnson Controls account management principles and Playbook with assigned accounts, conducts quarterly strategic account review sessions, Ensures that the customer fully understands and executes appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives identified. 
  • Develops relationships with the key stake holders (Owner, Branch Manager(s), outside/inside sales, counter manager and counter sales).
  • Following our demand creation strategy, actively pursues new business in the market and drives business to our distribution partners
  • Price and Margin management 
  • Store merchandising and maximizing of Johnson Controls product exposure, including counter days and promotional events 
  • Support of National Account events, trade shows, customer business conferences, advisory council, showcase visits and other annual meetings as defined by the customer 
  • Pursues continuous personal development through training and education efforts. 
  • Works well with territory and regional teams to accomplish sales initiatives

What we look for

  • Bachelor's degree in Engineering, Business, or equivalent sales and technical experience. 
  • Minimum of eight year’s progressive, direct sales experience, preferably in the HVAC or Building Automation Controls industry. 


  • Able to relate to people at all levels, communicating both on a technical and non-technical basis. 
  • MBA is preferred. 
  • Demonstrated exceptional interpersonal, verbal and written communication skills. 
  • Possesses excellent presentation skills and proficiency at making one-on-one and group presentations. 
  • Able to travel a minimum of 50%.