Johnson Controls
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Littleton,
CO
Johnson Controls is a world class employer where ingenuity and excellence are welcome. We are a global market leader in Automotive Experience, Building Efficiency and Power Solutions with over 140,000 employees in 125 countries. For over a century, Johnson Controls has been working to find new ways to improve the places where people live, work and travel, which in turn gives our employees the chance to change the world. At Johnson Controls, you’ll be challenged to innovate and encouraged to apply your talent and knowledge in an environment that values teamwork, integrity and diversity. Join us now! Your Ingenuity is welcome! JCI is an Equal Opportunity/Affirmative Action employer, and as such does not discriminate in its recruiting and selection process based on disability or handicap status. If you are a person with a disability and you need an accommodation during the application process, please call our Talent Acquisition Hotline at (414)-524-8999 and press option #0.
Under general direction, leads the Systems sales business by executing account management strategies that facilitate long-term customer relationships with targeted customers. Plans, forecasts, manage and deliver consistent long-term profitable branch growth. Develops and directs the Systems sales force to be the premiere supplier of all HVAC related systems (i.e. HVAC controls, HVAC equipment, BAS, low voltage technology solutions etc.) across all building types. Responsible for actualizing account management strategies, sales planning, sales pipeline management salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines. Personally establishes and maintains long term customer relationships with key and target owners, architects, consulting engineers and contractors to influence opportunities. Through active leadership participation in the local community and professional organizations, maintains an understanding of the business environment (i.e. legislative, purchasing, and market trends).
PRINCIPAL DUTIES:
1. Manages account assignments to the Systems sales team to ensure secured sales performance to plan.
2. Responsible to ensure that timeliness of sales and terms of sales support monthly/quarterly and annual trade working capital, revenue, contribution margin and EBIT growth objectives.
3. Provides accurate sales forecasts monthly (rolling quarter) to Branch Manager and Region Leadership.
4. Practices performance management by setting clear goals, investing personal time in employee development, actively coaching (i.e. monthly one on ones, account reviews, opportunity reviews and regular observed coaching calls) and performing on-time performance reviews. Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.
5. Increases market penetration in local Systems business by securing new customers and expanding the scope of the existing customer base with owner, architectural engineer and mechanical consultants and contractor accounts. Manages qualifications and assessing potential customers and opportunities. Ensures the development and maintenance of Account Plans with all key and target accounts. Ensures the development of new business and demonstrates an understanding of the various channels in the market and how they interrelate with the Branch business.
6. Facilitates training and ensures support resources are in place to develop salespersons capable of selling the full scope of bundled offerings available.
7. Analyzes the market and current business performance. Develops strategies for the local sales team consistent the Building Efficiency mission and objectives. Understands the business environment of branch markets including competition, purchasing and business
trends. Accountable for integration of construction sales team activity within assigned staffing geography.
8. Partners with Service, GWS and Solutions leadership to maximize local territory account management consistent with BE strategic direction.
9. Builds and fosters a team environment within and across branches. Solicits support from and communicates effectively with internal staff.
10. Evaluates Johnson Controls local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues.
11. Participates as the management team representative on strategically important key accounts. Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities.
12. Owns and manages the sales staffing plan for the assigned local geography. Working with the Regional HR , recruit, hire, and retain Systems sales and sales support staff to plan.
13. Administers the Construction Lead Management program.
14. Works with Regional Products Sales Manager to establish, coordinate, and manage relationships with Authorized Building Control Specialist (ABCS) firms and wholesalers/distributors to expand market share with Product Sales. Ensures these relationships meet Branch strategic objectives for quality and market penetration.
15. Ensures compliance with state, local and Federal legal requirements and operates the local office with the highest business ethics.
16. Participates in local industry and community activities including trade shows, college recruiting, community and professional organizations.
Qualifications
Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred. Five to eight years of progressive sales and/or operational experience in building systems, products and services. Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.
Job
Sales
Primary Location
CO-Littleton
Organization
Controls North America
Littleton, CO
Littleton, Colorado
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