Government Renewal Specialist

About us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

What you will do

Johnson Controls is a global leader in security and building technologies, helping customers protect people, property, and operations. In this local market outside sales role, you will focus on renewal performance, customer retention, and expansion across the installed base.

This role is responsible for securing renewal agreements with existing customers, identifying NPSA expansion opportunities, and growing recurring revenue within the assigned territory. You will serve as the subject matter expert for video services, access control services, intrusion services, fire services, and digital services, including proactive health. The position also includes reactivating out-of-service locations, adding services, and making minor modifications to existing accounts. This is a highly customer-facing role, with approximately 70% field/customer activity and 30% office-based work.

How you will do it 

• Secure renewal agreements with existing customers and manage contracts approaching expiration.
• Identify NPSA expansion opportunities and sell the complete services portfolio to existing customers.
• Reactivate out-of-service locations, add services, and make minor modifications to existing systems.
• Serve as the subject matter expert for video, access control, intrusion, fire, and digital services, including proactive health.
• Improve attach rates, recurring revenue, and customer retention across the assigned local market.
• Work daily with district sales leaders (CSMs) to manage leading and lagging metrics using dashboards and tools.
• Use approved marketing materials to present proposals, communicate value, and advance renewal conversations.
• Follow up with prospects, prepare final contracts for signature, and complete work orders and required paperwork.
• Support post-installation follow-up to confirm commitments were met and customers remain satisfied.
• Use a disciplined territory management approach with Salesforce, ADMIN, the 55 Day list, Power BI RIF List, and other approved dashboards to prioritize the strongest opportunities.
• Conduct pre-call planning, targeted on-site engagements, and renewal acceleration calls to stay focused on expiring contracts and accounts with low service penetration.
• Build relationships with centers of influence such as property managers and use face-to-face marketing to uncover new opportunities in the local market.
• Follow the SPIN Selling Sales Call Process so customers clearly understand the value of our services and recommended solutions.
• Own outcomes with accountability, safety, and integrity by following Johnson Controls policies, procedures, products, programs, and standardized documentation practices.
• Stay close to the work and focus on what matters by identifying barriers early, responding quickly to customer needs, and following through on commitments.
• Improve every day through candor and problem-solving by reviewing performance with district sales leaders, learning from results, and refining your sales approach.
• Win as one team by collaborating with CSMs, operations, and other stakeholders to strengthen customer trust and move opportunities forward.

What we look for

Required:

• High school degree or equivalent required.
• Excellent oral, written and presentation skills with the ability to present to senior level executives within the customer and Johnson Controls Security organizations
• Ability to work a full-time schedule
• Available for local travel

Preferred:

• College degree preferred.
• Minimum of 2 years’ experience as a successful commercial sales representative in the security, IT or other technology sales industry, demonstrated by the consistent ability to meet and exceed quota.
  

HIRING SALARY RANGE: $78,000- 108,000(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 take into account individual, group, and corporate performance. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us 

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.