DGM - Solution Development

4 weeks ago

gurugram, India Johnson Controls Full time

Title: DGM – Solution Development – Integrated solutions

Role is to Enable sales organization to achieve the yearly plan by increasing hit rate in large opportunities by promoting Integrated solutions thru Opportunity planning, Market intelligence (Competitor information/ Activities) and networking with stake holders.

What you will do ( Key performance Indicators )

Increase in no. of jobs / Value of “favorable” pipeline year on year. Achieving the assigned target from the BOD pipeline**. The expected target value shall be minimum 40% of the sales target assigned for Integrated solutions. Increasing the favorable pipeline, hit rate and footprint across India for Chillers, HVAC products, CFS solutions, Digital offerings. Number of customers/consultants which we are able to make “Favorable” to JCI (Anti – Neutral – Favorable)

How you will do it:

Mapping all the stake holders (Consultants/End user/Contractors/PMC etc.) in the region and keep a good rapport and relationship with them. Early engagement with stakeholders to understand their pipeline and populate the same in SFDC Identify major jobs (Value wise/Product wise) at conceptualization stage itself / engage ourselves with decision makers and have special focus on those to have our product/solutions specifications / favorable configuration etc. in the tender for all possible packages (HVAC, CFS solutions) Help the sales team whenever & wherever necessary once the tender is out with the right technical inputs /feedbacks etc. Special focus on identifying large jobs where End user is the decision maker to push Integrated solutions rather than approaching GCs. Breaking competition accounts thru continuous engagement / sharing of right information / showcasing our abilities. Organizing & delivering presentations thru various avenues Organize site visits / seminars for End users / consultants. Getting feedback from the market and give inputs to senior management on issues affecting customer satisfaction levels (be a part of the process if it helps to increase the Customer satisfaction by collaborating with internal teams) Become a “SME” on various building systems products/solutions (HVAC, BMS, Fire, Security etc.) as such and a preferred person to consultants & customers for any information.

Required

B-tech / BE in Engineering in Mechanical or Electrical 8-12 years of Building Industry experience in sales or Business development

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