Sales Executive – Marine Automation
Johnson Controls
full-time
Posted on:
Location Type: Office
Location: Milan • Italy
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Tech Stack
About the role
- Own and develop a portfolio of Marine, Offshore, and Naval accounts, acting as the primary commercial lead for Marine Automation and Digital Solutions.
- Drive growth of JCI digital solutions by positioning their value in terms of operational efficiency, lifecycle optimization, sustainability, cybersecurity, and regulatory compliance.
- Execute consultative, value based selling, influencing senior decision makers at shipyard, owner, EPC, system integrator, and naval authority level.
- Lead complex opportunity qualification, deal strategy, and value engineering in collaboration with:
- Marine Automation Engineering
- Digital Solutions Specialists
- Product Management
- Project Management and Execution teams
- Engage early in project development phases to support specification, system architecture definition, and design influence.
- Support selected retrofit opportunities, where digital automation solutions enable modernization, optimization, or integration with existing systems.
- Analyze market trends, customer requirements, competitive landscape, and technology evolution, providing structured feedback to Product Management, Digital Solutions, and R&D teams to:
- Enhance and evolve existing automation solutions;
- Contribute to the design and development of new digital products, functionalities, or architectures addressing emerging market demands.
- Responsible for the delivery of assigned sales target/quota, maintaining accurate forecasts, pipelines, and opportunity governance through CRM tools.
- Represent Johnson Controls at executive meetings, technical workshops, project kick offs, and Marine / Offshore / Naval industry events.
- Ensure full compliance with marine classification rules, naval standards, cybersecurity frameworks, and internal governance processes.
Requirements
- Minimum 6 years of experience in B2B solution sales, preferably within marine or offshore automation
- Proven track record selling complex, high‑value, integrated solutions with long sales cycles.
- Strong consultative selling capability, with ability to engage confidently at Director, executive, and senior technical level.
- Experience managing large accounts, strategic stakeholders, and multi‑disciplinary internal deal teams.
- Solid technical understanding of automation systems, controls, digital platforms, and data‑enabled solutions.
- University degree, or equivalent combination of education and relevant professional experience.
- Fluency in English, written and spoken.
- Willingness to travel internationally in line with strategic account and project activities.
- Strong proficiency in CRM systems (Salesforce preferred).
Benefits
- Flexible working hours
- Agile working
- Meal vouchers of €8
- Company welfare package
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
marine automationdigital solutionsconsultative sellingautomation systemscontrolsdata-enabled solutionsvalue engineeringsystem architecturesales forecastingpipeline management
Soft Skills
influencingengagementconsultative capabilitycommunicationstrategic thinkingcollaborationleadershipproblem-solvingcustomer relationship managementadaptability