Sales Manager – China

What you will do

Johnson Controls Global Marine & Navy (GMN) is seeking a commercially driven and growth-focused Sales Manager – China to lead business development and sales growth across the Chinese Marine, Offshore, Passenger Vessel, Repair and Retrofit markets.

The Sales Manager will be responsible for developing and executing market growth strategies for HVAC, Fire Detection, Fire Suppression and Lifecycle Service solutions across new build vessels, offshore platforms, vessel repair projects and retrofit opportunities throughout China.

Working closely with shipyards, vessel owners, design institutes, EPC contractors, repair yards and strategic partners, the successful candidate will create new opportunities, influence specifications, strengthen customer relationships and deliver sustainable growth across the GMN portfolio.

Location:

China

Responsibilities:

• Develop, own and execute the China sales strategy aligned with GMN growth objectives and Johnson Controls' go-to-market priorities.

• Drive growth across commercial marine, passenger vessels, offshore platforms, repair yards and retrofit projects, creating balanced growth across both new build and service markets.

• Promote Johnson Controls’ HVAC, Fire Detection, Fire Suppression and Lifecycle Service solutions to shipowners, operators, shipyards, design institutes, EPC contractors and strategic partners.

• Identify, qualify and develop opportunities from early vessel design and specification stages through project award, execution and lifecycle service support.

• Build and maintain executive and operational relationships with key Chinese shipyards, repair yards, vessel owners, offshore operators and engineering organisations.

• Own and manage assigned opportunities through Johnson Controls' sales process, ensuring clear qualification, stakeholder mapping, value proposition development, competitive positioning and close plans.

• Lead strategic account planning activities for priority customers, identifying wallet-share growth opportunities across New Build, Service, Parts and Retrofit offerings.

• Actively manage pipeline Speed, Shape and Size, maintaining sufficient coverage to achieve growth targets while improving opportunity velocity and forecast accuracy.

• Provide accurate monthly forecasts, opportunity reviews and business updates through Salesforce and associated business management systems.

• Work collaboratively with engineering, estimating, operations and service teams to develop customer-focused solutions that clearly articulate lifecycle value and competitive differentiation.

• Operate as a player-coach sales leader, driving personal opportunity ownership while supporting regional growth initiatives and sharing market intelligence across GMN.

• Deliver annual orders, revenue and growth objectives while creating a sustainable pipeline for future years.

An accomplished sales professional with experience in the Chinese Marine, Offshore, Shipbuilding, Repair, Retrofit or Industrial Infrastructure sectors. The ideal candidate combines strategic thinking with strong commercial execution and has a proven track record of developing customer relationships and securing major project opportunities.

Experience working with Chinese shipyards, vessel owners, offshore operators, design institutes and EPC contractors is highly desirable.

Key Attributes:

Industry Experience

• Minimum 5 years of sales, business development or account management experience within Marine, Offshore, Shipbuilding, Repair, Retrofit, HVAC, Fire Protection or Industrial sectors.
• Strong understanding of the Chinese shipbuilding and offshore market.
• Established industry network with shipyards, vessel owners, design institutes, repair yards and key industry stakeholders preferred.Project Knowledge

• Understanding of commercial new build vessels, passenger vessels, offshore platforms, repair and retrofit markets.
• Knowledge of Chinese shipbuilding groups such as CSSC, CSIC-affiliated yards, COSCO Shipping Heavy Industry and major passenger vessel and offshore operators.
• Understanding of project procurement processes and customer decision-making structures.Sales Acumen

• Proven track record of developing and securing major project opportunities.
• Strong ability to identify customer needs and align technical solutions with business value.
• Experience managing large, complex sales opportunities with long sales cycles.

Technical Understanding

• Ability to understand and communicate HVAC, Fire Detection, Fire Suppression, Controls and Lifecycle Service solutions.
• Comfortable engaging with engineering, project management, procurement and operational stakeholders.Relationship Building

• Demonstrated success building relationships with decision-makers, project influencers, and executive stakeholders.
• Strong networking and customer engagement skills.

CRM & Reporting

• Experience using Salesforce or similar CRM systems.
• Strong forecasting, pipeline management, and reporting discipline.

Education & Qualifications:

• Bachelor’s degree in Engineering, Business, or a related field (preferred).
• Additional certifications in sales, project management, or marine sector technologies are a plus.

What we offer

• Competitive Compensation: We offer a salary that matches top industry standards.
• Dynamic Work Environment: Engage in stimulating projects at the forefront of the maritime sector, where innovation meets functionality.
• Career Advancement: Opportunities abound for upward and lateral mobility within the company through structured career paths and mentorship programs.
• Global Exposure: Work with a diverse international team and manage projects that span continents, offering unique challenges and learning opportunities.
• Professional Development: Gain access to an expansive array of professional development resources, including specialized training programs, global networking events, and cutting-edge online courses.
• State-of-the-Art Technology: Immerse yourself in an environment that prides itself on technological innovation and leadership in the industry.
• Supportive Corporate Culture: Enjoy a collaborative work atmosphere where creativity and individual contributions are valued and nurtured.
• Sustainability Commitment: Be part of a forward-thinking organization that prioritizes sustainability and environmentally friendly practices in its solutions and operations.

Who we are

At Johnson Controls, we are shaping the future to create a world that is safe, comfortable, and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works, and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

Johnson Controls is an equal employment opportunity and affirmative action employer, and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law.