Johnson Controls · Bengaluru
Sales & Business
Competitive salary, company car & commission.
Paid holidays and sick pay
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
Extensive product and on the job/cross training opportunities with outstanding resources available
Encouraging and collaborative team environment
Career development through various career ladders including Customer Service
Dedication to safety through our Zero Harm policy
Access to business resource groups
Training on our company values
IT equipment to complete all jobs
The role of the Sales Consultant is focused on solutions and sales of Gaseous Fire Suppression Systems and Annual Maintenance revenues of these systems within the Tyco Regional Accounts Channel.
Through proactive planning and driven sales activity, the role is to identify new installation opportunities in the market and convert them into sales.
Possessing solid product knowledge and understanding of technical specifications, the Sales Consultant surveys sites, prepares costs, specifications and quotations that meet the requirements & needs of the customer. For large and/or complex proposals an Estimator / Technical Bid Manager will support through the formation of a bid team.
All activity, planning and sales processes are managed by the Sales Consultant through Salesforce.com, Tyco’s CRM application.
Through focused sales activities executed with a consistent rhythm, the key objectives for the Sales Consultant are pipeline growth and conversion improvement, to drive bookings growth against a defined sales target.
Lead Management – self generation of leads through planning & execution of business development activities. Identify and qualify leads against solutions to pursue to bid. Collaborate across business channels and other enterprise solutions where a lead can be supported, as required.
Target customer Planning – through planning activities, identify new customers linked to the Gas Fire Suppression market and plan with SMART objectives.
Opportunity Planning – Identify opportunity to bid, fully qualify with the customer & engage in a pre-bid review. Form a bid team to identify critical must wins/complex/large opportunities, define roles of the team, technical strategy, value proposition and next actions.
Survey, Configure, Price, Quote – survey customer sites, prepare costs, specifications and quotations to propose solutions to the customer (End Users/Building Consultants/M&E’s/FM’s)
AMR – pursue all Annual Maintenance (AMR) opportunities linked to projects during the opportunity lifecycle.
Presentations – Carry out technical/bid presentations around the proposed/defined solutions to the customer or influencer.
Opportunity Management – manage sales pipeline proactively through each sales stage, recording all relevant information, accurate close dates and next actions driven through planning of tasks/events.
Sales & Negotiation Skills – possess and develop through coaching and learning.
Salesforce.com – adoption as the primary CRM application to drive sales performance, planning, management of leads, accounts, opportunities and manage all sales activity. All key objectives and results are measured through Salesforce.com.
Performance - Using Salesforce.com, seller will prepare for a monthly Personal Success Plan with sales manager. Reviewing prior month sales performance and objectives, current sales pipeline and agreeing key objectives for current month.
Product / Technical Knowledge – maintain & develop solution specific product and technical knowledge/skills through training and learning.
Risk Management – ensure that all internal sales processes are adhered to including bid authority, legal requirements, Tyco compliance and governance requirements through sales and relationship management activities. Ensure compliance with Tyco’s Environmental, Health & Safety Policy - Zero Harm.
Additional responsibilities and requirements may be required dependant on business needs.
Being technically competent with Gas Fire Suppression systems (mechanical and electrical elements) and the ability to collect all relevant information when surveying.
Understands the Gas Suppression System market and customer types where enquiries are sought.
High level of creation of new accounts and opportunities
Experience in managing opportunities/accounts and working in/with sales teams to prepare detailed proposals.
Developing, communicating, and presenting value in created solutions
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