Role OverviewThe Account Representative is responsible for the growth and retention of assigned customer accounts through the sale of Johnson Controls service agreements, repairs, retrofits, and building performance solutions. This role develops relationships with facility, engineering, operations, and business leaders, helping customers improve facility performance while supporting their operational and financial objectives.
Success in this role comes from building trusted customer relationships, growing recurring service revenue, identifying project opportunities, and delivering a high level of customer satisfaction. The Account Representative will manage a portfolio of accounts while developing the skills needed to support larger strategic customer relationships over time.
Key Responsibilities- Manage and grow a portfolio of assigned customer accounts.
- Sell Johnson Controls service offerings, repairs, and retrofit solutions to building owners and owner representatives.
- Position renewable service agreements, including multi-year agreements, as the foundation of long-term customer partnerships.
- Identify, qualify, develop, and close new sales opportunities on a consistent basis.
- Develop relationships with facility, operations, engineering, procurement, and business stakeholders.
- Conduct regular customer meetings to understand business priorities, review account performance, and uncover opportunities.
- Identify opportunities to improve reliability, efficiency, comfort, and overall building performance.
- Expand the breadth of Johnson Controls' solutions within assigned accounts.
- Support the development and execution of account strategies for key customers.
- Partner with service, operations, engineering, controls, and project delivery teams to ensure successful customer outcomes.
- Maintain accurate forecasts, opportunity pipelines, and customer records.
- Drive customer retention through proactive account management, contract renewals, and responsive follow-through.
- Conduct regular account reviews and partner with cross-functional teams across HVAC, controls, fire, and security to develop account growth and retention strategies, address competitive threats, and strengthen customer relationships.
How You Will Do It- Build credibility and trust by understanding customer goals, operational challenges, and facility needs.
- Apply a consultative sales approach to identify customer needs and develop value-based solutions.
- Maintain a strong presence within assigned accounts through regular customer engagement and site visits.
- Take ownership of customer issues and coordinate internal resources to drive resolution.
- Balance customer needs with Johnson Controls' value and profitability objectives.
- Demonstrate accountability, initiative, and a strong commitment to customer success.
- Continuously improve through coaching, feedback, and disciplined execution of the sales process.
- Collaborate across functions and leverage internal expertise to deliver on customer commitments.
Qualifications- Bachelor's degree in business, Engineering, Construction Management, or a related field preferred.
- 3-6 years of progressive sales, account management, business development, or customer-facing experience.
- Experience selling or supporting Building Automation Systems (BAS), building controls, HVAC controls, or related smart building technologies required.
- Working knowledge of commercial HVAC systems and building automation systems, including their impact on facility performance, energy efficiency, occupant comfort, and operational reliability.
- Demonstrated ability to build relationships and influence customer decision-makers.
- Strong communication, organization, and problem-solving skills.
- Self-motivated with the ability to manage multiple priorities and opportunities.
- Demonstrated commitment to integrity, quality, and customer satisfaction.
Preferred Qualifications- Experience selling commercial HVAC service agreements, building automation systems, repair services, or retrofit projects.
- Experience identifying and developing BAS upgrade, controls retrofit, service, repair, and energy optimization opportunities.
- Understanding of commercial building systems, including HVAC equipment, controls, central plants, and facility operations.
- Experience managing customer accounts and supporting long-term account growth.
- Familiarity with consultative selling methodologies.
- Experience using CRM platforms and Microsoft Office applications.
HIRING SALARY RANGE: $75,000 - $100,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will consider individual, group, and corporate performance. This position includes a competitive benefits package.
