Sales Executive - Industrial Refrigeration, Food & Beverage

Role Overview

Sales Executive - Industrial Refrigeration, Food & Beverage at Johnson Controls. This role develops and implements sales plans in the industrial refrigeration segment, focusing on the food and beverages market.

Role Purpose

Acquire new clients and maintain existing accounts to achieve departmental sales targets while delivering customer satisfaction in food and beverages refrigeration solutions.

Key Responsibilities

Sales Development & Target Achievement

• Develop and implement sales plans aligned with departmental objectives.
• Acquire major accounts to maximize sales revenue.
• Achieve sales targets and secured margin targets set by the company.
• Execute all phases of the Sales Life Cycle: lead generation, prospecting, customer requirement analysis, proposal preparation, and presentation.
• Acquire market and customer information to inform strategy.

Business Development & Market Growth

• Develop the F&B business with JV partners across the region.
• Develop new markets and generate enquiries for F&B refrigeration systems.
• Conduct market analysis for F&B refrigeration plants.
• Handle various industrial verticals for refrigeration products in the region.
• Promote and specify large F&B systems with industrial consultants.

Client Relationship Management

• Maintain and develop relationships with existing customers via meetings, telephone calls, and emails.
• Manage existing clients and accounts to ensure high levels of customer satisfaction.
• Conduct regular meetings with customers to address technical queries.
• Ensure payment collection as per order terms and conditions.

Sales Operations & Promotion

• Promote Johnson Controls as the industry leader and communicate the full range of industrial refrigeration solutions to key decision makers and influencers.
• Target and develop key end-user relationships across regions, particularly in food and beverages.
• Identify, contact, and promote large enterprise solutions to local authorities, end users, and market decision makers.
• Discuss and convey product advantages to customers.
• Generate enquiries and visit potential customers to prospect for new business.

Technical & Commercial Management

• Study and understand customer requirements from tenders and email enquiries.
• Prepare technical offers and cost estimations for clients.
• Prepare solution presentations for clients.
• Present technical and commercial information effectively.
• Understand local authorities, regulations, and company registrations associated with solutions.
• Negotiate variations in price, terms of agreement, and other commercial issues.
• Close sales following negotiation.

Systems & Team Collaboration

• Adopt and fully utilize the company CRM tool, Salesforce.com.
• Liaise with sales, engineering, and operations teams to achieve booking targets.
• Actively participate in review meetings with the reporting manager.
• Work effectively as part of JCI teams.

Qualifications & Experience

• Bachelor of Engineering or Bachelor of Technology in Mechanical Engineering or equivalent.
• 10 to 12 years of relevant professional experience in industrial refrigeration sales.
• Experience working in the Food and Beverages industrial refrigeration market, marine, and commercial refrigeration marketplace.
• Experience in field sales and relationship selling.
• Proven track record of selling technical service solutions.
• Proven track record of achieving outstanding results.
• Existing experience and client base in food and beverage or adjacent markets.

Skills & Competencies

• Strong communication and presentation skills.
• Ability to communicate both internally and externally at high levels.
• Customer-focused orientation with strong influencing and negotiation skills.
• High level of business acumen with strong strategic agility.
• Systematic and logical approach with drive to achieve goals and objectives.
• Ability to present technical and commercial information.
• Resourceful with excellent customer engagement skills.
• Autonomous yet proactive team player.
• Strive for continuous improvement and effective bid management.
• Familiarity with Salesforce.com or other CRM systems. Training is provided.

Additional Information

• Must thrive in challenging situations and work within organizational parameters.
• Ready for travel.