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Sales & Marketing
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WD30130115305 Requisition #

What you will do

Reporting to the Vice President of Sales for the BSNA Fire business, this role serves as the subject matter expert for growing the Electronic Fire Alarm contracting business in North America.  You will focus on driving improved performance for all key performance indicators as defined by the Business Operating System for the areas of New Construction, Contractor Account Management, Fire Alarm Panels, and Electronic Fire Alarm market share growth.

Financial accountability of driving $450M in Plan and Spec Construction and Plan and Spec retrofit work and bringing Digital offerings to market through sales programs and initiatives.


How you will do it

  • Leveraging Standard Operating Procedures (SOPs) as defined in the BSNA Operating System (BOS), driving results and leading indicators such as pipeline/forecast blocks, secured Construction plan achievement, sales productivity and staffing to enable growth in our owner direct and high margin quick-turn project business.
  • Work with local markets and area leaders to problem solve & develop and deploy countermeasures to improve performance to their BOS Key Performance Indicators (KPIs).
  • Optimize sales staffing for Life Safety Systems sellers and leverage the inside support structures to optimize market coverage for Life Safety Share growth opportunities.  Partner with operations partners on strategies to minimize margin slip and ensure sales and operations teams are following pre and post bid SOPs.
  • Own and/or drive key growth initiatives that support the fire service growth strategies:
  • New Construction Coverage Plans and Actions
  • Share Growth Enabling programs
  • Contractor Account Management
  • Price Optimization and Deal Desk
  • Digital Connectivity

Sales Planning:

• Review and Assist in Local Market quota setting process.
• Review and assist in Local Market Planning and go to market strategies.
• Review and assist in Fire Sales Staffing Plans leveraging data and tool sets
• Optimize Spans and Layers within Fire sales structure,
• Ensure workday goals for Life Safety System sellers and managers align with Fire Growth strategy

Fire Business Leadership:

  • Collects, consolidates, and prioritizes field feedback and incorporates into ease of business strategies and marketing programs.
  • Driving forecasts and key deals in the forecast
  • Pipeline Hygiene and growth
  • Countermeasures to improve poor performing KPIs
  • Supports training programs such as Building Sales Leaders focused on increasing readiness and effectiveness of our salesforce to grow all Fire offerings.
  • Performs other related duties and projects as assigned
  • Define Business strategy
  • Define standard work in SOPs, KPIs, RACI, delivery plan for training, problem solving swim lanes, standard countermeasures
  • Define impact from the change to standard work (e.g. change in a KPI or target)
  • Define financial Op Plan
  • Deploy all items listed to Area Management Teams (AMT)/Local Market Leaders/Individual contributors based on need and design
  • Deploy strategic initiatives in collaboration with the AMT to Local Markets within your assigned Areas
  • Prescriptive, Local Market Specific / Bottom Quartile: Coaching leaders on Acadia SOPs (ex: Critical Opportunity Reviews, Backlog Reviews, Forecasting, etc.) (w/Area alignment)
     

What we look for

Required:

  • Bachelor’s degree and minimum of ten years of experience in Sales and Sales Leadership.
  • Experience in the FIRE business or applicable adjacent industry.
  • Effective interpersonal and communication skills required.
  • Ability to achieve Results and Objectives through influence and servant leadership.
  • Analytical skills and ability to create action plans based on performance data.
  • Organizational agility skills and situational leadership.
  • Up to 25% travel once Covid conditions lift

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/careers.

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