The Hybrid Sales Representative is responsible for driving service sales growth through the promotion and sale of retrofit projects, system modifications, Life & Maintenance (L&M) services, and Planned Service Agreements (PSAs) to medium and large-sized customers. The role combines proactive business development with account management responsibilities, ensuring customer retention, expansion, and long-term partnership development.
The successful candidate will work closely with customers to understand operational and business challenges, identify opportunities, and recommend technically complex service solutions. This role requires building strong relationships with key stakeholders, typically at the Director level, while managing a substantial sales quota and contributing directly to business growth objectives.
Key Responsibilities- Develop and maintain relationships with existing and prospective customers across the assigned territory.
- Drive sales of retrofits, equipment upgrades, modernization projects, system modifications, L&M services, and Planned Service Agreements (PSAs).
- Identify customer needs through consultative discussions and recommend appropriate service solutions.
- Manage and grow a portfolio of medium to large-sized customer accounts.
- Build relationships with decision-makers and influencers, including Directors and senior operational leaders.
- Prepare, present, and negotiate technical and commercial proposals.
- Manage pricing and profitability within established business guidelines and margin requirements.
- Achieve or exceed assigned sales targets, revenue objectives, and strategic growth goals.
- Develop and execute territory and account plans to maximize sales opportunities.
- Collaborate with service, operations, engineering, and project delivery teams to ensure successful customer outcomes.
- Maintain an accurate sales pipeline, forecasts, and customer records within CRM systems.
- Monitor market trends, competitor activity, and customer business developments to identify new opportunities.
- Support contract renewals and customer retention initiatives while ensuring high levels of customer satisfaction.
- Bachelor's degree or equivalent experience in Business, Engineering, Technical Studies, or a related field.
- Experience in B2B sales, account management, or technical solution selling.
- Proven track record of achieving sales quotas and revenue targets.
- Strong customer relationship management and negotiation skills.
- Ability to explain technical solutions and communicate value to non-technical stakeholders.
- Excellent communication, presentation, and interpersonal skills.
- Strong organizational skills and ability to manage multiple priorities.
- Proficiency with CRM systems and Microsoft Office applications.
- Valid driver's license and willingness to travel within the assigned territory.
- Experience in service sales, HVAC, building technologies, fire protection, security systems, industrial solutions, or related industries.
- Knowledge of maintenance agreements, service contracts, and modernization projects.
- Experience engaging with executive and director-level customer stakeholders.
- Experience working in a matrix or multinational organization.
- Consultative Selling
- Business Development
- Account Management
- Territory Management
- Commercial Negotiation
- Customer Relationship Building
- Technical Solution Selling
- Results Orientation
- Strategic Thinking
- Collaboration and Teamwork
- Achievement of sales quota and revenue targets.
- Growth of service contract and PSA portfolio.
- Customer retention and account expansion.
- Pipeline strength and forecast accuracy.
- Margin performance and profitability.
- Customer satisfaction and relationship development.
Skills Required
- Bachelor's degree or equivalent experience in Business, Engineering, Technical Studies, or a related field
- Experience in B2B sales, account management, or technical solution selling
- Proven track record of achieving sales quotas and revenue targets
- Strong customer relationship management and negotiation skills
- Ability to explain technical solutions and communicate value to non-technical stakeholders
- Excellent communication, presentation, and interpersonal skills
- Strong organizational skills and ability to manage multiple priorities
- Proficiency with CRM systems and Microsoft Office applications
- Valid driver's license and willingness to travel within the assigned territory
- Experience in service sales, HVAC, building technologies, fire protection, security systems, industrial solutions, or related industries
- Knowledge of maintenance agreements, service contracts, and modernization projects
- Experience engaging with executive and director-level customer stakeholders
- Experience working in a matrix or multinational organization
Johnson Controls Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Johnson Controls and has not been reviewed or approved by Johnson Controls.
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Retirement Support — Retirement support is positioned as a meaningful part of the package through employer 401(k) matching, repeatedly framed as a strong pillar of the overall rewards mix. The matching contribution is described with specific match levels in multiple places, reinforcing perceived value for long-term saving.
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Leave & Time Off Breadth — Time off is presented as comparatively robust, with multiple paid holiday categories, vacation time, and sick time described as generous or “amazing” in places. Paid time off breadth appears to be a consistent contributor to total rewards attractiveness beyond base pay.
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Flexible Benefits — Benefits are described as broad and customizable, spanning standard medical/dental/vision plus optional add-ons like pet insurance, identity protection, and legal support. Tuition reimbursement is repeatedly highlighted as a high-value option supporting professional development.
Johnson Controls Insights
What We Do
At Johnson Controls, we transform the environments where people live, work, learn and play. From optimizing building performance to improving safety and enhancing comfort, we drive the outcomes that matter most. Dedicated to protecting the environment, we deliver our promise in industries such as healthcare, education, data centers and manufacturing. With a global team of 100,000 experts in more than 150 countries and over 130 years of innovation, we are the power behind our customers’ mission. Our leading portfolio of building technology and solutions includes some of the most trusted names in the industry, such as Tyco®, York®, Metasys®, Ruskin®, Titus®, Frick®, Penn®, Sabroe®, Simplex®, Ansul® and Grinnell®.
