Director Fire Pricing Leader at Johnson Controls, Inc in Milwaukee, Wisconsin

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

As Johnson Controls continues to transform itself from an industrial company selling products and services to a digital company that sells data-driven solutions and value, the strategic role that price plays to capture this value is increasingly important and visible. This role is a critical member of the Fire leadership team as we strive to outpace market growth over the coming years.

The Director of Pricing will lead the pricing strategy and execution for all product lines of the Fire installation and service business unit within BSNA, a $2.4B business unit. He/she/they will focus on maximizing business margins and shift the business from a cost-plus to market-based and value-based pricing philosophy. The Pricing Director will also act as a strategic partner to the management team in using price as a strategic lever to optimize sales revenues and profits. Developing, evaluating, and implementing pricing strategies and models based upon current business and competitive market dynamics will be key to success. 

How will you do it

• Develops annual Price Strategy Plan, and leads initiatives – strategic and tactical – to achieve annual price goals.


• Drives value capture by implementing price strategy and managing deal execution; set additional pricing targets, as required.


• Leads development of long-term pricing strategy for all products/services, including new digital offerings, and refines the price approval process as needed to drive adherence to strategy.


• Throughout fiscal year, provides updates on monthly and quarterly price performance and KPIs and develops and implements countermeasures when off track.


• Achieves cross-functional and cross geo coordination needed to develop and implement price strategy.


• Aligns with Pricing leaders throughout the organization to define best practices and standard pricing capabilities; manages execution within business unit.


• Develops internal and external communications related to pricing (e.g., price change communications).


• Determines pricing resource allocation and leads team that implements strategic initiatives, such as the Deal Desk.


• Manages direct reports through successful recruitment, performance management, development planning and retention. Provides optimal oversight and supervision to ensure goals are achieved and appropriate growth in technical, leadership and team membership skills.


• Manages a performance enhancement culture by actively coaching and mentoring direct reports, providing regular feedback and developing employees for wider roles and responsibilities to foster professional growth and development.


• Build strong relationships with field sales and service leadership to enable change management practices, feedback loops, and coaching necessary to achieve pricing targets.

What we look for

Required

• University degree or equivalent combination of education and experience.  10 Years suggested minimum experience. MBA or another advanced degree preferred.


• Preferably experience leading price and pricing strategy in an industrial business with a distributed field service component.


• Strategic planning and leadership.


• Implementation of new processes/systems.


• Strong organization-building skills, including talent attraction and establishing links across firm’s Business Units and regions.


• Outstanding cross-functional leadership skills.


• Change management leadership.


• Strategic ability to develop high-impact pricing strategies.


• Analytic ability to understand and define critical issues (benefit/value map, pre-approved discount level, deal waterfall, volume impact).


• Strong negotiating skills based on a thorough understanding of sales/marketing practices.

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, 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.