Business Development Manager

Job Description

Senior Sales Engineer IREF

What we offer

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• Competitive salary and company car + commission.
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• Paid holidays and sick pay
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• Comprehensive benefits package including pension, life assurance, employee assistance program, employee referral scheme, employee discounts including high street brands, cycle 2 work scheme and discount on Johnson Controls security products
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• Extensive product and on the job/cross training opportunities with outstanding resources available
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• Encouraging and collaborative team environment
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• Career development through various career ladders including Customer Service
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• Dedication to safety through our Zero Harm policy
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• Access to business resource groups
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• Training on our company values
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• IT equipment to complete all jobs
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What you will do

Responsible for the sale of project works to FMs contractors and end user customers. Whilst building and maintaining long-term customer relationships and using company defined sales processes & tools to increase revenue.

Responsible for managing large scale, complex bids whilst facilitating the wider teams and support functions to ensure quality bid submissions.

Solutions might include:

Chiller / Heat Pump Product sales (both synthetic refrigerant and natural).

Turn key installation projects.

Large scale service works.

System modification works.

Retrofit projects.

Design and Build refrigeration / A/C solutions.

Service and maintenance contracts.

How you will do it

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• Identify new customers through various methods and sell large scale projects across our core business.
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• Owns and directs long-term customer relationships/partnerships and fully responsible for customer satisfaction through executing the sales process.
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• Seeks out, qualifies and closes large sales opportunities, with a focus on new business growth.
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• Demonstrates expertise and knowledge of the competitor's business strategies, products and services and leverages that favourably to differentiate Johnson Controls from them.
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• Seeks out, qualifies and closes large & more technically complex new sales opportunities.
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• Ability to assist with solutioning projects with design teams and independently should the need arise.
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• Ability to work with design teams to analyse project solutions and present benefits to the client.
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• Ability to use SPIN selling techniques.
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• Creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
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• Ensures that new proposals and bids are compliant with Johnson Controls standards & expectations prior to customer presentation.
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• Owns final negotiations on value and impact to the customer's business in order to close the sale.
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• Builds & maintains network of experts & industry contacts.
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• In addition to the above mentioned tasks, other activities and responsibilities may be individually defined.
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• Develop, communicate and implement growth initiatives with the guidance and support of the Sales Manager.
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What we look for

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• Relevant experience within IREF industry with an emphasis on chillers, heat pumps and HVAC products and applications.
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• Knowledge and understanding of selling service maintenance contracts.
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• A demonstrable track record of dealing with End Users, FMs and contractors and developing a strong working relationship in order to increase sales.
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• Business acumen & strategic thinking.
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• Ability to inspire and influence internally and externally.
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• Commercially Astute.
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• Excellent initiative, and interpersonal communication skills both in writing and verbally.
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• Actively listens, probes and identifies concerns. Influences the customer's business at the highest level and is considered a valued Advisor.
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If yes, then we'd love to hear from you!

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Remote: #LI-Hybrid

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