RESPONSIBILITY LEVEL:

Working under the direction of the General Manager – Controls China and in conjunction with Controls China channel sales leadership, this role is responsible for helping our channels develop, pursue, and secure BAS and controls business opportunities. 

The BDM will serve as the subject matter expert for BAS and controls for the Johnson Controls China branch and Authorized Building Controls Specialist (ABCS)/ Authorized Building Distribution Specialist (ABDS) channels and will be responsible for ensuring sales plan attainment for BAS and controls products through those channels.

PRINCIPAL DUTIES:

Support China branch and channels in their pursuit of BAS and controls opportunities, including assisting with customer presentations and other customer-facing business development activities as required. Assist with reviewing RFPs, RFQs, and contract documents as required to support the channels in their development of proposals and bid responses. Partner with China channel sales leadership to continuously measure and evaluate channel sales readiness levels relative to BAS and controls. Implement Johnson Controls’ account management framework to ensure greatest return on support investment, including building out account plans for and leading regular business reviews with key channel partners Build and maintain relationships with BAS and controls product engineering, development, and manufacturing to gather and act upon voice-of-the-customer (VOC) product feedback Link with Johnson Controls learning & development, marketing, and communications teams to assist with development of market-conditioning initiatives for global channels, including:

Channel marketing and communications initiatives

Sales aids and collateral including playbooks, battle cards, presentation materials, and specifications

Sales promotions and campaigns

Product learning maps and curricula

Sales and learning resources including product demos and facilitator guides

Represent Johnson Controls as an active member of applicable industry organizations, and leverage that position to gain influence on future business opportunities Lead Johnson Controls’ identification of and participation in applicable global industry trade shows and other industry meetings Prepare for and deliver regular report-outs on financial performance and growth strategies Work in conjunction with the China Sales Manager to build accretive channel strategies in all markets. Responsible for the establishment and on-going effectiveness of sales cadence around pipeline creation, sales coaching, and forecasting processes across the business. Responsible for all aspects of field sales excellence including sales models and supporting tool sets, sales management practices models and tool sets.  These models and tools will allow Johnson Controls to be known as the “easiest company to do business with” in the buildings industry. Develops, deploys and continually supports a measurable best-in-class talent management program for all selling organizations in China.  This talent management program will include salesperson effectiveness assessments, event based and continual learning programs for both sales and sales management hires. Is the executive-in-charge of these programs and keeps them up-to-date at all times with the latest product, process, and program information. Builds Account Management business objectives for key, target, managed, and maintained owner, consultant and contractor accounts focused on building “best in every market” relationships through sales professionals leading to market share growth in BAS and controls. Assists Regional Sales leaders in creation and implementation of strategic plan and annual sales plans. Manages sales performance productivity across all sales teams to established standards.  Develops and reviews metrics to ensure productivity levels are achieved. Facilitates consistent sales processes and offerings across all regions.  Coaches the development and coordination of the implementation of process and productivity measurements and review. Responsible for CRM design, development, training, deployment and adoption across the business.  Keeps data sources accurate and up-to-date at all times.

REQUIREMENTS:

Bachelor's degree in Engineering, Business, or Marketing.  Master's degree preferred.  Ten (10) or more years of progressive sales and/or sales management experience for a major laboratory controls manufacturer or manufacturer’s representative is a must.

ADDITIONAL REQUIREMENTS:

• Ability to travel to support business opportunities as required
• Ability to lead and influence others toward common objectives as an individual contributor
• Strong verbal and non-verbal communication skills
• Best-in-class presentation skills, with extensive experience presenting to C-suite leaders and other executive decision makers
• Self-starter with the ability to thrive in a high-growth environment with minimal supervision
• Ability to distill complex sales objectives into comprehensive action plans
• Ability to lead and influence across diverse geographical areas and cultural groups
• Ability to articulate the BAS and controls vision, strategies, objectives, and financial performance
• Willingness and ability to use Johnson Controls’ CRM to drive accountability around key business opportunities and success metrics

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