SMB Account Representative
About the job
- A university/technical degree or equivalent is required.
- Ability to communicate orally and in writing and deliver presentations to senior executives within customer organizations and Johnson Controls.
- Ability to work full-time.
- Availability for local travel.
- Secure planned service agreements with new and existing customers for technology services, including video, digital services, and proactive health services.
- Reactivate out-of-service locations, add or make minor modifications to them, and resell services to recover recurring revenue and acquire customers for additional services.
- Sell the full portfolio of services to new and existing customers, including customers with previously discontinued JCI systems, while meeting assigned sales and service quotas and following established guidelines.
- Work daily with district sales leaders to manage leading and lagging performance metrics using available dashboards and tools.
- Identify resale and service opportunities using Salesforce, ADMIN, the 55-day list, the Power BI RIF list, field and telephone outreach, networking with centers of influence such as property managers, and face-to-face marketing in assigned areas.
- Follow the SPIN Selling sales-call process and ensure customers understand the value proposition.
- Grow existing customers with low service penetration, including customers with one service or no attached service.
- Market and introduce JCI digital services to existing customers and new prospects.
- Target non-JCI customers to add services or take over existing service contracts.
- Identify prospective customers through creative lead-generation techniques, including data mining and use of the Power BI RIF database.
- Add, modify, and convert existing systems to meet customer expectations.
- Use approved marketing materials to present sales presentations and proposals, identifying product and service benefits and advantages over competitors.
- Comply with current JCI policies, procedures, products, programs, and services.
- Follow up with prospects.
- Prepare final contracts for signature.
- Process work orders and complete documentation according to approved standardized procedures.
- Contact customers after installation to confirm that commitments were met.
- Maintain customer retention.
- A university degree is preferred.
- At least two years of successful sales representative experience in security, IT, or other technology sales, demonstrated by consistently meeting and exceeding quotas.
About the company
Johnson Controls transforms environments where people live, work, learn, and play by providing smart, healthy, and sustainable buildings. It offers comprehensive digital solutions through its OpenBlue platform, serving healthcare, education, data centers, airports, stadiums, manufacturing, and government sectors with a portfolio of building technology, software, and services focused on efficiency, safety, and sustainability. The company operates in more than 150 countries with about 100,000 experts and aims to reimagine building performance to benefit people, places, and the planet.
Company Size
10,001+
Company Stage
IPO
Headquarters
Cork, Ireland
Founded
1885
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Simplify's Take
What believers are saying
- Q3 2026 sales hit $6.6 billion; organic growth reached 10%, lifting margins.
- Record backlog reached $21 billion in July 2026, fueled by data-center orders.
- JCI closed Alloy and Nantum in 2026, expanding OpenBlue and cooling capabilities.
What critics are saying
- A 2026 HVAC price-fixing lawsuit names JCI alongside Bosch, Carrier, Trane, and others.
- The 2024 restructuring plan still targets $400 million costs through fiscal 2027.
- PFAS, asbestos, and environmental liabilities persist after the June 2026 Wisconsin settlement.
What makes Johnson Controls unique
- OpenBlue now embeds Nantum AI’s occupancy-based HVAC optimization across air and water systems.
- Alloy Enterprises gives JCI proprietary liquid-cooling components for AI data centers.
- Johnson Controls sells mission-critical service and controls across 150 countries, creating sticky installed-base revenue.
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Benefits
Company Vehicle
Health Insurance
Dental Insurance
Vision Insurance
Health Savings Account/Flexible Spending Account
Life Insurance
Disability Insurance
401(k) Company Match
Employee Referral Bonus
Wellness Program
Employee Assistance Program
Paid Vacation
Paid Holidays
Paid Sick Leave
Flexible Work Hours
Growth & Insights and Company News
6 month growth
-4%1 year growth
-4%2 year growth
-4%Armada, a San Francisco, CA-based infrastructure and artificial intelligence company developing an edge computing and satellite-enabled platform, raised $230M in Series B funding
Johnson Controls has acquired Nantum AI, a New York-based developer of AI algorithms for building energy efficiency, to enhance its OpenBlue digital ecosystem. The deal adds advanced AI-driven control capabilities for optimising HVAC systems and reducing energy consumption. Nantum AI's technology enables real-time optimisation of building airflow based on occupancy, extending OpenBlue's capabilities beyond central HVAC systems to include granular, system-wide control. The company has demonstrated energy savings exceeding 10% for customers by leveraging data from occupancy patterns, weather conditions and utility trends. The acquisition expands OpenBlue's optimisation capabilities from water-side systems to include autonomous AI-driven control across both air- and water-side applications. The combined offering is being piloted across complex environments including healthcare campuses and manufacturing facilities.
Enerin, a Norwegian industrial heat pump technology company, has completed the third tranche of its Series A round, adding Paris-based Ring Capital to its investor consortium. The round includes Climentum Capital, The Footprint Firm, Johnson Controls, Move Energy, PSV Hafnium and Momentum. The company's HoegTemp system delivers thermal energy at temperatures up to 250°C, targeting the industrial heat segment responsible for over 20% of global CO2 emissions. Each installation avoids approximately 36,000 tonnes of CO2 equivalent over its lifetime by replacing fossil-fuel boilers. Enerin is transitioning from development to serial production, with three active pilots and a recent contract with Roche. The funding will scale manufacturing operations and accelerate product development. CEO Arne Høeg said Ring Capital's involvement strengthens the company's ability to deploy solutions across Europe.
Insteel reported Q4 revenues of $159.9 million, up 23.3% year on year, but missed analysts' expectations by 1.3%. The steel wire reinforcing products manufacturer delivered mixed results, beating earnings per share estimates whilst falling short on revenue. Despite achieving the fastest revenue growth among the five commercial building products stocks tracked, Insteel recorded the weakest quarterly performance in the sector. The group collectively beat consensus revenue estimates by 1.2% and saw share prices rise 3.4% on average since earnings. Johnson Controls led the sector with revenues of $5.80 billion, up 6.8% year on year and exceeding expectations by 2.8%. Insteel's stock has risen 3.6% since reporting and currently trades at $34.90.
Johnson Controls has signed an agreement to acquire Alloy Enterprises, a Boston-based thermal management technology company, to strengthen its position in the data centre cooling market. Financial terms were not disclosed. Founded in 2020, Alloy Enterprises specialises in advanced direct liquid cooling components that can improve thermal management efficiency by up to 35% and reduce pressure drop by up to 75%, resulting in lower overall cooling system energy use. The company's proprietary Stack Forging manufacturing process creates single-piece components with embedded microgeometries for maximum heat transfer. The acquisition complements Johnson Controls' existing thermal management portfolio and aligns with its strategy to deliver differentiated cooling solutions for AI-driven data centres. The transaction is expected to close in fiscal Q3, subject to regulatory approvals.