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Sales & Marketing
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WD30080342239 Requisition #

What you will do
The Regional Sales Manager is a recognized business and technical leader for the assigned product portfolio within a sales Region. This position is responsible to ensuring that appropriate product strategies are deployed to support regional business strategies. Represent the Chiller Sales Team to the assigned market business areas they are assigned and coordinate regular feedback from the assigned market business.


*This position can be virtual/remote with travel to client sites within a Northern US territory and parts of Canada required. Preference given to candidates in the New Freedom, PA or Milwaukee, WI due to proximity to chiller product teams.


How you will do it


Chiller Channel Management

  • Recognized as expert on assigned product portfolio and issues related to the product portfolio selling strategies.
  • Manages reporting for revenue, costs, profitability and all other relevant Key Performance Indicators of all assigned products within assigned market(s).
  • Support Regional Marketing with the review (and report) assigned market growth as well product volume projections with regional sales
  • Report market share by product and identify the gaps needed to grow share
  • Prepare timely and accurate product portfolio business targets jointly with regional marketing and forecast. Identify major deviations between actual and plan, presenting recommendations when appropriate.
  • Maintain tracking of our products and competitors’ products success within the assigned market(s) and identify opportunities and gaps.
  • Be an expert with systems not just chillers.
Sales & Customer Interface
  • Develop first-hand familiarity with the sales offices and channels through which primary market needs are addressed.
  • Integrate with Regional Business efforts to identify and fulfill training needs. Use York Chiller expertise and materials to create and/or deliver effective training within local market (i.e. WIN training, product launches, Tech Huddle).
  • Support requests from regional leaders to meet with customers that require focused attention on Chiller products. Includes visits to jobsites, customer offices or customer visits to JCI facilities.
  • Provide strong knowledge of full Chiller portfolio of products & competitive position, including regionally specific competitive tactics or unique competitors.
  • Be a strong presenter to communicate at all levels
  • Represent the Chiller product portfolio within the assigned markets.
  • Drive channel Account Management
  • Track K/T/M consultants by market driving BOD where applicable
  • Promote and participate in TAS reviews
Marketing
  • Work closely with the Regional marketing teams to ensure a consistent chiller marketing message is communicated (internal and external).
  • Contribute to regional marketing programs that include assigned product portfolio. Work closely with the global marketing communications team
  • Work with global product line management to develop effective methodologies to deliver the product features, competitive advantage, positioning to the field
  • Coordinate within the NA Chiller Team to establish phase in and phase out dates
  • Product launch planning and coordination between Chiller Team and Regional Marketing.
  • Be active in ASHRAE and our Industry (i.e. IDEA)
Product & Strategy Roadmap
  • Responsible for managing Chiller portfolio of products for assigned market(s) – identifying and implementing actions related to competitive positioning opportunities and identifying product gaps
  • Recommends product and system solutions and provides feedback to global product line managers
  • Exercises knowledge of business requirements related to BE strategic plan, including maintain product roadmap for assigned market(s).
Pricing & Costing
  • Collaborate with Regional Pricing Management to Set strategic market based pricing and work with the regions to ensure revenue and profitability goals are met through tracking of market price & setting sales branch transfer prices (i.e. BTP’s).
  • Develop clear understanding of competitive prices and product costs, in collaboration with JCI direct sales channel.
  • Maintain regular communication and tracking of market price levels for use by both the region and Global Product Line Managers.
  • Review and respond to factory transfer price discount requests (branch price discounts should be managed by regional business).
  • Establish product pricing strategies for new and existing products for review with regional marketing teams to ensure attainment of market share, realize full margin potential, and assist the regions in achieving their financial objectives.
Business Planning & Competitive Analysis
  • Capture market product needs through direct engagement with customers and through information exchange and market / application analyses with regional business sales and marketing personnel.
  • Expert knowledge of customers, industries, and competitive products and strategies.
  • Assemble competitive information directly available from competitor’s public releases within the assigned market(s) as well as feedback from regional sales and marketing teams.
  • Collaborate with regional marketing to supply and track assigned market size and share data to contribute to identifying opportunities and forecasting potential gains from project plans.
  • Work with marketing to establish agreement and ‘buy in’ around project benefits that will contribute to ROI.

Direct Field Support / Application Engineering / SQ Support

  • Provide front-line product and application support for assigned region(s) for full Chiller portfolio of products (when necessary)
  • Special Modification/Quotation support (as appropriate within regional/factory structure)
  • Support regional sales and marketing with product positioning, product promotion, and application strategies for existing product portfolio

People Leadership Behaviors

  • Measure and report results with regularity
  • Handle difficult conversations/issues in a professional manner
  • Encourages others to express their views, including those that challenge the status quo
  • Leads through personal example
  • Creates a sense of urgency about achieving business goals
  • Adapts leadership style to different situations or groups
  • Seeks and values the opinions of others
  • Creates plans reflecting organization goals as well as future changes in customers/markets
  • Collects multiple inputs to create solutions
  • Accurately understands and adjusts for cultural differences to ensure broad participation
  • Adapts personal manners, styles and communication to accommodate various cultures

What we look for

Required

  1. Bachelor’s degree and 10 years of strong familiarity with HVAC / Chiller equipment and systems in application, product or program management, marketing, or sales required.
  2. Must have demonstrable business management skills in a product management environment and must be technically savvy, possessing strong knowledge of field and business practices relating to the identified products.
  3. Proficiency in Microsoft Suite Applications (Word, Excel, and PowerPoint) as well as Internet software and E-mail is required.
  4. Ability to envision and introduce creative tools for fast and effective interaction with the field combining high technical complexity and commercial interests in a seamless and user-friendly manner would be a significant.
  5. Travel is required 50% of the time (seasonality may increase and decrease this requirement)
Preferred
  1. MS/MBA preferred
Johnson Controls is a global diversified technology and multi industrial leader serving a wide range of customers in more than 150 countries. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. We are committed to helping our customers win everywhere, every day and creating greater value for all of our stakeholders through our strategic focus on buildings.

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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