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North America Director of F&B Sales at Johnson Controls, Inc in Waynesboro, Pennsylvania

Posted in General Business 30+ days ago.

Type: Full-Time

Job Description:

Johnson Controls is powered by your talent. We are the power behind the customer mission. Together we are building a world that’s safe, comfortable and sustainable. Our diverse global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and environments more comfortable and secure. We are all about improving outcomes for our partners. Tomorrow needs your talent. Tomorrow needs you. So let’s talk today.

What would you do

The Director of Sales is responsible for motivating our sales team, directing and managing all sales and development activities, designing strategic sales plans and holding the sales team accountable to achieve them.  The Director is responsible for driving growth, reaching sales objectives and developing highly effective sales teams.  The Director also drives sales strategy, assesses/sets market price, and sets a global strategy for assessing and addressing our competition.  Our ideal candidate will be an excellent communicator and will also demonstrate exceptional negotiation and leadership skills.

Manages direct and indirect Sales team for Industrial Refrigeration?s North America business.  Initial focus will be on Frick Industrial Refrigeration targeting the Food & Beverage market.


How would you do it

Maintain balance between internal sales team, contractors and end users to determine market needs, generate leads and deliver orders and sales growth. 

Establish sales objectives through generation of both the short-term and long-term plans/metrics.  Planning involves a review of market requirements, pipeline growth, competitive actions, product overviews, sales generation, tool usage and efficiency of processes.

Confers with senior staff in the development of marketing strategy, recommending product and product line revisions, as well as, pricing changes.

Assists sales/marketing staff members in activities such as sales promotion, training and developing sales literature/case studies for an increased digital presence.

Prepares rolling forecast of sales by region four (4) months forward on a monthly basis out of (SFDC) and Microsoft Power BI.

Plans and coordinates annual sales meeting each year with the Factor network and another with select end-users.

Monitors, evaluates and improves activities in each region including sales, margins, market trends, hit rate, forecasting, pipeline management and competitor activity.

Drive use of SFDC, Power BI and market tools to improve market awareness and salesforce efficiency. 

Develop and lead commission plans, sales policies, dynamic pricing, channel contract refreshes, salesforce effectiveness projects and territory strategy.

Implement rollout of campaigns for new product introductions and new product enhancements.

Involvement with various industry associations to establish industry trends: ex. IIAR, ARI, IARW, RETA and PIA.

Performs description review of specialty bids together with field sales to set strategy on large projects.

Oversees the selling, application engineering and customer service functions of Frick, including personnel development and program consistency.

Adheres to the Company?s Code of Conduct and Business Ethics standards.

This position requires extensive travel for face-to-face contact with customers (post Covid-19).  Thirty to sixty percent of working day is required with customers outside of the office.  Travel is often required outside of the normal working hours.


What we look for


BA degree or related experience or training; or equivalent combination of education and experience.

Preference on candidates familiar with Frick/Imeco/Frigid Coil, their products and the needs of customers.  Background or experience in refrigeration equipment, sales/engineering, refrigeration contracting, food freezing or related industries.

 Must be familiar with industrial refrigeration equipment, refrigeration industry and preparation of long-range strategic plans and market analysis.  Must have interpersonal skills normally associated with sales personnel, organization/motivational skills to direct the activities of the sales force and in-house personnel and self-motivation.

Advanced knowledge in Microsoft 360 Suite Applications (Word, Excel, Power BI, and PowerPoint), as well as, Teams, Internet software and E-mail is required.

Experience providing sales leadership to a team of 5-10 employees in Sales and Marketing.  Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.  



BA degree

Ten (10) years of experience working in the food and beverage industry selling to channel  partners,  and other related equipment necessary to run food and beverage refrigerated equipment.


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