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Area Sales Manager - Data Enab...


Job Summary

Johnson Controls
Boca Raton, FL
Other/Not Classified
Job Type
Full Time
Career Level
Experienced (Non-Manager)
Job Reference Code

Area Sales Manager - Data Enabled

About the Job

Area Sales Manager – Data-Enabled Business


What you will do

Responsible for profitable growth of Johnson Controls’ Data Enabled Solutions business by executing direct sales to end users with current and new Johnson Controls customers.  Implements account management & consulting sales strategies that facilitate long-term customer relationships.  Develops a deep understanding and expertise of customer operations and needs within specific verticals. Leverages competencies in buildings and non-building systems to drive correlations to customer problems and communication with internal stakeholders on solutions.  Maintains active literacy on IoT, computer vision, machine learning and other technologies growing industry technologies.  Candidate needs to demonstrate complete confidence in their skills to identify, win, maintain, and expand relationships with key clients all the way to the C-level.  Plans, forecasts, manages and delivers consistent, long-term profitable growth through direct and indirect channels (strategic partnerships, systems integrators, etc).  Responsible for actualizing account management strategies, sales planning, sales pipeline management, channel manager development/training and sales activity consistent with the JCI Sales Management Disciplines. Personally identifies, establishes and maintains long term customer relationships with key and target accounts channel executives.  Actively participates in the local community and professional organizations to raise visibility of DEB mission and vision.


How you will do it

  1. Through a consulting sales approach, grow top-line revenue directly with end users for strategic vertical accounts with a large portfolio of buildings.

  2. Meet growth objectives in revenue and margin for monthly recurring revenue from data enabled solutions by identifying customer problems and facilitating solutions to those problems.

  3. Provide accurate and timely forecasting of sales and the corresponding allocation of sales support resources

  4. Work with internal and external stakeholders to communicate customer requirements and support development efforts.

  5. Oversee and manage sales cycle, process, and solution development from a customer’s perspective.

  6. Oversee proposal development in the agreed upon format that reflect the client’s scope of work for each sales opportunity

  7. Supporting product management resources to create a portfolio of offerings by developing a deep level of expertise in selected verticals, and develop associated sales strategies per offering.

  8. Ensures the development of new business and demonstrate an understanding of the various channels & competitive landscape in the market.  Look for creative avenues to capture business beyond traditional means.

  9. Increases market penetration in the indirect channel by securing new customers (systems integrators, ESCO’s, etc) and capturing share through channel sales to existing and new customer base. Manage qualifications and assess potential customers and opportunities.

  10. Partner with other channel leaders to maximize local territory account management consistent with DEB strategic direction.

  11. Manage and coach sales account managers to ensure account management performance is at and above plan. Ensure the development and maintenance of account plans with all key and target accounts

  12. Execute performance management by setting clear goals, investing personal time in employee development, improving their core skills, actively coaching (i.e. monthly one on ones, account reviews, opportunity reviews and regular observed coaching calls), and performing on-time performance reviews. Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.

  13. Motivate individuals to develop and increase personal performance through training and development plans. Ensure support resources are in place to develop salespersons capable of selling the full scale of offerings.

  14. Participate as a team representative on strategically important key customer accounts. Establishes and maintains personal long-term customer relationships with strategic accounts to influence opportunities.  Bring an address book of key contacts in both indirect channels and large enterprise accounts.

  15. Own and manage the sales staffing plan for the assigned local geography. Working with HR and the Talent Acquisition team to recruit, hire, and retain sales staff.  

What we look for

  • Bachelor's degree in Engineering, Business or Marketing. Master's degree/MBA preferred. 

  • 7+ years of successful customer facing progressive sales and/or sales management experience in SaaS, IoT or Smart City solutions. Previous entrepreneurs in this space are welcome.

  • Strong communication skills and technical aptitude and understanding of IoT, Analytics, Big Data desired.

  • Deep levels of expertise within specific or multiple verticals (preferred)

  • Relevant track record of people management and capabilities.


Who we are

At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.


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. If you are an individual with a disability and you need an accommodation during the application process please email SpecialAccommodations@Tyco.com


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