Senior Consulting Engineer (Basis of design)

Position Overview

As a Senior Consulting Engineer (Basis of Design), you will play a pivotal role in cultivating long-term strategic partnerships with consulting engineers, building owners, and design-build contractors. Your primary objective is to position Johnson Controls as the preferred supplier of HVAC systems, controls, and equipment across assigned accounts, ensuring customer retention, growth, and market penetration. This role requires a blend of technical expertise, consultative selling, and relationship management to influence specifications, drive specifications toward Johnson Controls’ offerings, and maximize account profitability. You will collaborate closely with internal teams, leverage sales tools, and serve as a trusted advisor to secure Basis of Design (BOD) specifications and long-term business opportunities.

Key Responsibilities

Account Management & Strategic Growth

Under general direction, you will develop and execute Account Management Plans to penetrate assigned accounts fully. Your responsibilities include:

• Maximizing Account Penetration: Serve the full spectrum of customer needs by leveraging Johnson Controls’ comprehensive portfolio of HVAC systems, controls, and equipment. Position the company as the default specification for consulting engineers and design-build contractors, as well as the preferred supplier for building owners.
• Customer Retention & Growth: Ensure customer satisfaction and loyalty by addressing concerns proactively, understanding their business needs, and delivering tailored solutions. Drive preference for Johnson Controls’ offerings through favorable specifications and decision-making processes.
• Cross-Functional Collaboration: Partner with sales representatives, sales agents, and internal teams to align on strategies, share insights, and maximize profit generation from accounts. Lead collaborative teams to pursue projects while adhering to credit split guidelines to reward teamwork and enhance project win rates.

Technical Leadership & Influence

Your technical expertise will be instrumental in shaping specifications and driving opportunities for Johnson Controls. Key responsibilities include:

• Basis of Design (BOD) Development: Educate and support consulting engineers to secure BOD specifications, ensuring Johnson Controls’ systems are specified as the standard for projects. Influence written specifications to differentiate Johnson Controls from competitors and provide added value to customers.
• Subject Matter Expertise: Conduct technical presentations and position yourself as a thought leader on Johnson Controls’ offerings. Leverage internal subject matter experts to optimize first costs and lifecycle costs of proposed systems, ensuring competitive advantage.
• Industry & Code Compliance: Maintain a deep understanding of industry standards, building codes, and best practices for HVAC equipment and controls design. Stay current with emerging trends and technologies to provide informed recommendations.

Sales & Operational Execution

To drive business growth and ensure operational excellence, you will:

• Sales Tool Utilization: Effectively use sales tools such as Salesforce CRM, Account Management, Account Plan, and TAS to plan, build pipelines of opportunity, document progress, and increase account penetration.
• Project Leadership: Act as a quarterback or job captain on projects, responsible for take-offs, estimating, and bid strategies as directed by the sales manager. Collaborate with internal support, operations, and administrative staff to resolve issues promptly and ensure customer satisfaction.
• Performance Tracking & Reporting: Keep management informed of progress, account status, and opportunities. Leverage leadership engagement and sponsorship when necessary to strengthen relationships and drive business growth.

Relationship Building & Mentorship

Your ability to build and nurture relationships will be critical to your success in this role. Responsibilities include:

• Internal & External Partnerships: Develop strong relationships with consulting engineers, design-build contractors, and building owners by actively listening, addressing concerns, and speaking their language. Foster trust, loyalty, and commitment through consistent engagement and value delivery.
• Team Leadership & Mentorship: Train and mentor inside sales teams to enhance customer satisfaction and drive business growth. Lead by example, fostering a collaborative and high-performing team environment.

Qualifications & Competencies

To excel in this role, you should possess the following qualifications and competencies:

• Education & Experience: Bachelor’s degree in Mechanical Engineering, HVAC Systems, or a related field. Minimum of 5+ years of experience in HVAC systems design, consulting, or sales, with a proven track record in account management and technical leadership.
• Technical Proficiency: Deep knowledge of HVAC systems, controls, and industry standards. Familiarity with building codes, energy efficiency, and lifecycle cost analysis.
• Sales & Consultative Skills: Strong consultative selling skills with the ability to influence specifications and drive business growth. Proven ability to build and maintain long-term customer relationships.
• Communication & Leadership: Excellent verbal and written communication skills, with the ability to present technical information clearly and persuasively. Leadership skills to mentor teams and drive collaborative efforts.
• Sales Tools & CRM Proficiency: Experience with sales tools such as Salesforce CRM and other account management platforms. Ability to leverage data and analytics to drive decision-making and business growth.