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WD30057796323 Requisition #
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What you will do
Under direction of the Director, Ducted Dx Sales, profitably grows the Johnson Controls brand of Ducted Dx commercial equipment (packaged rooftops, water-source heat pumps, Dedicated Outside Air Systems and floor by floor self-contained units).  Sets volume and profit objectives for the BSNA branch channel in accordance with the Ducted Systems business and aligned with Building Systems North America direct branch channel partner’s objectives.

External Relationships:
The Regional Sales Manager (RSM) is responsible for the profitable growth of the Johnson Controls brand of Ducted Dx equipment portfolio by teaming with the BSNA channel.  The RSM will prioritize opportunity markets and then build and execute account plans to deliver volume, margin and profitability goals tied to this channel.  In this role the RSM will develop and maintain strong relationships with key channel partner stakeholders such as; Area General Managers, regional based HVAC Equipment Sales Managers, market based HVAC Sales Managers, Agent Principals and Sales Executives in their territories.  They will also be asked to be actively involved within the HVAC industry to understand market trends and individual market buying nuances.  This requires being involved in industry associations (HARI, ASHRAE, ARI, HARDI etc.) as well participating in key industry, customer events and product trade shows.

Internal Relationships:
The Regional Sales Manager role requires collaboration and active teaming with various Ducted System functional teams in order to grow the Ducted Dx business to best serve the needs of the BSNA branch and Agent Buy-Resell channels.  The business partners that this role will collaborate with include; product management, marketing, application engineering, technical support and customer service among others.  This role will also team and account manage with other lines of business including; chiller, air-handler, VRF, controls and air distribution teammates.  Finally, they will collaborate with regional Channel Vice Presidents to monitor market share growth within the BSNA channel consistent with market expectations for the brand.

How you will do it
1. Under direction of the Director, Ducted System Sales-JC brand, develops and manages an annual sales growth plan and accurately forecasts sales utilizing rigorous opportunity pipeline management.
2. Develops, coordinates and participates in account management to support BSNA channel growth in priority markets.  Is accountable for the execution of the sales initiatives within the account plans to ensure optimal market coverage, penetration and share growth.  Will use Salesforce CRM platform to house and update the account plans.
3. Responsible for the evolution of priority markets through a Maturity Model process ensuring growth in capabilities in these priority markets. Key attributes of the Maturity Model capability development tool include; strategic planning commitment, projects business account coverage, project pre-sales capabilities, sales management and post-sales capabilities relative to Ducted Dx equipment.
4. Coordinates pricing strategies in partnership with channel.
5. Drives product launches to the BSNA and Agent Buy-Resell channel.
6. Act as the primary Subject Matter Expert on Ducted Dx equipment and supports channel partner salespeople at customer product training when it is merited.
7. Identifies, recommends and implements programs, tools and support requirements necessary to advance the selling effectiveness of equipment sales organization.

What we look for
Required
  • Bachelor’s degree in engineering, business or a related field.  
  • Minimum of ten years of experience in industry including 3-5 years demonstrated sales experience in HVAC equipment and systems sales. 
  • Proven record in profitable sales growth.
Johnson Controls 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, 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/tomorrowneedsyou.

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