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Channel Account Manager


Job Summary

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

Channel Account Manager

About the Job

What you will do and how you will do it

  • Partners with Key and Target customers to reach optimal sales levels. 

  • Recommends product solutions and links to customer goals to strategic initiatives to provide a value-add solution and competitive advantage. 

  • Differentiates and leverages Johnson Controls product offerings from competitors based on the overall benefit of doing business with Johnson Controls. 

  • Creates partnering opportunities with the principles responsible for the decision making process. 

  • Actively listens, probes customers to identify concerns. 

  • Understands customer's business and speaks their language. 

  • Develops credibility, loyalty, trust and commitment. 

  • Manages ongoing sales process and responds to and anticipates customer needs. 

  • Involved in the development and execution of account sales. 

  • Responsible for meeting assigned product sales goals and objectives. 

  • Using Johnson Controls account management principles and Playbook with assigned accounts, conducts quarterly strategic account review sessions, Ensures that the customer fully understands and executes appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives identified. 

  • Develops relationships with the key stake holders (Owner, Branch Manager(s), outside/inside sales, counter manager and counter sales).

  • Following our demand creation strategy, actively pursues new business in the market and drives business to our distribution partners

  • Price and Margin management 

  • Store merchandising and maximizing of Johnson Controls product exposure, including counter days and promotional events 

  • Support of National Account events, trade shows, customer business conferences, advisory council, showcase visits and other annual meetings as defined by the customer 

  • Pursues continuous personal development through training and education efforts. 

  • Works well with territory and regional teams to accomplish sales initiatives.

What we look for


  • Bachelor's degree in Engineering, Business, or equivalent sales and technical experience. 

  • Minimum of eight year’s progressive, direct sales experience, preferably in the HVAC or Building Automation Controls industry. 


  • Able to relate to people at all levels, communicating both on a technical and non-technical basis. 

  • MBA is preferred. 

  • Demonstrated exceptional interpersonal, verbal and written communication skills. 

  • Possesses excellent presentation skills and proficiency at making one-on-one and group presentations. 

  • Able to travel a minimum of 50%. 

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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