Strategic Account Manager - Appcast Enterprise : Job Details

Johnson Controls, a global leader in the Marine and Navy markets, presents an exciting opportunity for a dynamic and experienced Strategic Account Manager to join our successful team in Global Marine and Navy! In this pivotal role, you will spearhead relationship management with strategic clients, drive sales growth, refine business strategies, and ensure unparalleled customer satisfaction, primarily within the Cruise market sector. If you possess exceptional relationship-building skills, meticulous attention to detail, and a proven track record in Strategic Account Management, this position is tailor-made for you.

What we Can Offer

• Competitive salary and bonus incentive.

• Company car or car allowance.

• Paid holidays and sick pay.

• Comprehensive benefits package, including a 7% match pension, free life assurance, free private medical, and more.

• Extensive product and on-the-job training opportunities.

• Encouraging and collaborative ethos.

• Career development through various ladders.

• Access to business resource groups and training on values we cherish.

What you will do

The role of Strategic Account Manager - Global Marine and Navy (GM&N) is part of a global strategy for Johnson Controls to accelerate Service growth and increase market share. Reporting to the Sales Director GM&N and collaborating closely with the service sales and operations teams, you will further develop and strengthen customer relationships to drive incremental growth, primarily within the cruise market. A key focus area will be to develop and secure PSA contracts by leveraging our digital solutions and the associated sustainability value propositions.

How you will do it

• Take ownership & accountability of your nominated customer accounts, develop and implement strategic account plans.

• Achieve assigned sales targets and drive revenue growth.

• Identify and pursue new business opportunities to expand market share.

• Collaborate with sales and ops teams to develop and implement effective sales strategies.

• Negotiate contracts and agreements with clients to ensure mutually beneficial outcomes.

• Promote JCI digital solutions and sustainability solutions to generate and secure PSA opportunities.

• Maintain high customer satisfaction, addressing client concerns and resolving issues promptly.

• Understand your customers corporate objectives and operational priorities and ensure it is effectively communicated with relevant JCI stakeholders.

• Act as a conduit between your client and Johnson Controls; Leverage the vast array of subject matter experts across Johnson Controls to deliver unparalleled technical and service outcomes.

• Positively impact the customer’s perception of JCI to improve stickiness & loyalty.

• Create and lead customer engagement initiatives.

• Support new business generation in your accounts by identifying and developing new opportunities.

• Actively integrate relevant technical and Sales’ SME’s through business development process to improve solution development, sales documentation and close.

• Identify new business contacts and opportunities both inside and outside your nominated accounts.

• Network within the industry and provide insights and market updates to the Service and Sales teams (i.e. Branch Manager, National Account Manager).

• Collaborate with key internal stakeholders and teams to develop new leads, proposals and solutions for your customer accounts (I.e., Absorption Chillers, VSD’s, Metasys, Fire System Servicing).

• Ensure KPIs are maintained and reported on.

• Support accounts & administrational teams on billing and invoice queries.

What we look for

• 3-5 years Strategic Account Management experience with a proven track record, preferably within the Cruise sector.

• Experience within the Marine markets, particular focus on aftersales relationships with operators and owners.

• Willingness to travel.

• Knowledge of energy efficiency solutions, building automation, HVAC and fire systems.

• Ability to build and maintain long-term relationships with clients.

• Initiative-taking and results-driven approach to sales with an ability to meet and exceed sales targets.

• Experience of CRM systems, ideally including Altify and Salesforce.

• Excellent customer service, communication, and negotiation skills.

• Demonstrable ability to identify, establish and develop relationships in client organisations for a positive financial result.

• Inquisitive and empathetic to customer’s financial and operating environment demonstrated through tailored engagement, communication, and solution development.

• Proactive influencer, able to affect and support a customer to make new decision and build relevant business cases; supports and leads other JCI account facing staff to improve proposals & outcomes.

• Excellent verbal, written and financial communication skills; Excellent attention to detail.

• Strong organizational, administrative and time management skills with ability to manage multiple priorities and meet deadlines.

• Flexible between autonomous and team-based work.

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