Account Manager - FM Key Accounts

What You Will Do

As an Account Manager within our FM Key Accounts team, you will own and develop relationships across a portfolio of strategic Facilities Management customers. Acting as the primary commercial contact, you will be responsible for protecting existing revenue streams while identifying and delivering growth opportunities across service, projects, lifecycle replacements, upgrades and additional works. You will work closely with customers to understand their operational and business priorities, translating these into structured account plans, qualified sales pipelines and long-term growth strategies. Collaborating with Business Development Managers and internal delivery teams, you will ensure opportunities are successfully identified, converted, mobilised and expanded, creating lasting customer partnerships and sustainable business growth.

Location: UK Wide / Field-Based Hybrid Travel: Regular travel to customer sites, Johnson Controls locations and internal meetings as required.

What We Offer

• Competitive base salary
• Uncapped sales incentive scheme
• Company car or car allowance
• 25 days annual leave plus bank holidays
• Company pension scheme
• Life assurance
• Employee Assistance Programme
• Extensive training and development opportunities
• Career progression within a global market-leading organisation
• Flexible hybrid working arrangement

How You Will Do It

• Own the commercial relationship for a portfolio of strategic FM customers, serving as the primary sales and relationship lead.
• Develop a deep understanding of customer organisations, estates, service footprints, contractual arrangements and business objectives.
• Protect and retain existing contracts by proactively identifying and managing commercial risks.
• Grow account revenue through lifecycle replacements, upgrades, contract extensions, remedial projects and additional works opportunities.
• Create and maintain structured account plans that identify customer priorities, relationship gaps, risks and growth opportunities.
• Build, qualify and manage a robust sales pipeline aligned to agreed growth targets.
• Lead customer review meetings, strategic planning sessions and commercial discussions at all organisational levels.
• Present compelling commercial solutions and proposals to operational, procurement, executive and board-level stakeholders.
• Collaborate with service, operations, technical, estimating and project teams to deliver outstanding customer outcomes.
• Maintain accurate CRM records, forecasts, opportunity data and sales activity through Salesforce.
• Partner closely with Business Development Managers to maximise whitespace opportunities while ensuring clear ownership and customer continuity.
• Escalate customer concerns and delivery challenges promptly, ensuring commitments are managed effectively.

Required

• Proven experience in Account Management, Key Account Management or Business Development within Facilities Management, Hard FM, Technical Services or a similar B2B environment.
• Demonstrable success in growing existing customer accounts through structured account development and relationship management.
• Strong stakeholder management skills with the ability to build credibility and trust across operational, commercial and senior leadership teams.
• Commercially astute with experience managing renewals, proposals, contract negotiations and service-based sales opportunities.
• Experience developing account plans, managing qualified sales pipelines and delivering accurate forecasts.
• Strong collaboration and influencing skills, with the ability to coordinate internal resources around customer objectives.
• Self-motivated and comfortable working independently in a field-based environment.
• Full UK Driving Licence.
• Strong communication, presentation and relationship-building skills.

Preferred

• Experience working directly with Facilities Management providers and complex multi-site estates.
• Knowledge of fire, security and life safety service solutions, including maintenance, projects and lifecycle replacement programmes.
• Experience using Salesforce or a comparable CRM platform.
• Understanding of HVAC, Building Management Systems (BMS), Controls, Digital or Connected Building technologies.
• Experience managing strategic or enterprise-level customer accounts.

About Us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we help customers achieve their sustainability and operational goals while creating smarter, healthier and more resilient environments.