Fire Installation and Service Sales Manager at Johnson Controls, Inc in Hanover, Maryland

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 you will do

The Installation and Services Sales Manager – Includes leadership and development of Fire Construction and Owner Service Sales Team within a defined area.  Responsible for setting strategy, alignment, and development of the new construction, plan and specification retrofit and owner sales for fire projects in the assigned market(s). This position is responsible for driving the activity and results for the sellers within your assignment comprising of Electronic Systems Sales Reps (ESSRs) and Electronic Life Safety Service Sellers (Eservs). The Sales Manager is skilled at strategic selling in the construction space and owner environments. He/she understands the key influencers for owner, influencer and the construction purchasing process, and develops the selling skills of their sellers. Further, the Sales Manager is responsible for understanding market potential, key construction projects, represents JCI in construction industry events, and engages above the branch support resources to best position to win. This position will also play an integral part in building upon, and expanding legacy customer owner/end user relationships, expanding wallet share within assigned accounts.  Candidate would need to have a basic knowledge of Security, Controls and HVAC equipment and understand the construction process to seek out opportunities to bundle JCI offerings through differentiation.  Collaboration is essential with HVAC Construction Sales Managers, Owner Sales Leader, the Installation Managers, and the Strategic Account Managers for owner influence over construction projects. Additionally, this role is responsible for expanding into new “services” space including moves/additional that falls below the Solutions position within the assigned district or branch territory.

How you will do it

• Responsible for sales plan achievement of assigned geographic Area within Johnson Controls for all Construction, Owner/Core sales activities for the fire alarm and alternate electronic systems businesses. Manage the day-to-day activities of the district or branch Construction and Owner/Core sales team ensuring we meet or exceed customer, employee and sales goal expectations.


• Partner with Area Sales and General Managers to develop sales strategies, negotiate contracts and execute pricing strategy to develop new business and maintain existing business.


• Review and monitor sales performance, and refine sales strategies as required to ensure employee successfully meets assigned goals and objectives. Reallocate resources to improve overall results as needed.


• Contribute to the development of marketing, customer retention, advertising, pricing, and distribution strategies for the district or branch.


• Ensure the sales force receives coaching and training on the technical aspects of the organization’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.


• Build, hire, develop and align a high-performing team


• Focus on high level customer (internal and external) networking and drive growth through collaboration and customer success.


• Grow and retain the recurring revenue base and associated service revenue by directly coaching/mentoring/training the Owner/Core Security / Customer Care and System Integrity sales teams. Work as a team with other area and nationally based core and solutions sales leaders to leverage best practices and achieve company objectives.


• Act as a direct line of support for the Area General and Area Sales Managers for all Core high volume related sales activities as required.


• Develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer / contractor development and industry relations  Meet with key clients to assist sales representatives with building and enhancing relationships, negotiating and closing deals. Leverage this time for ride along coaching and mentoring. Ensure that the corporate sales philosophy is executed in securing quality business approved contractual terms, and profitable pricing practices


• Responsible for administering, communicating and complying with all company policies and procedures, whether formally or informally communicated.

What we look for

• College Degree in Business, or equivalent experience


• Five or more years of experience in the Fire Safety industry


• Minimum of 5 years sales experience, including 3 years of field sales management experience in a business to business environment, or successful management of another sales channel.


• Demonstrated skills, ability and comfort managing a high volume/transaction sales team.


• Comfortable leading and working in teams, experienced at project management and successful selling at all customer levels.


• Construction Industry and owner relationship development experience.


• Able to create and develop solutions to customer needs while meeting objectives.


• Committed to developing and organizing a multi-talented team.


• Business acumen


• excellent communication and team building skills with a strong understanding of inter-departmental relations.


• Proven time management skills, prioritization and delivery against deadlines.


• Experience in managing a team through a transition or significant organizational change

Preferred

• BS Technical and/or business/marketing degree


• Fire or more years in a leadership role

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/careers.