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Fire Commercial Sales Manager ...

Monster
 
 
 
 

Job Summary

Company
Johnson Controls
Location
Charlotte, NC
Industries
Other/Not Classified
Job Type
Full Time
Employee
Career Level
Experienced (Non-Manager)
Job Reference Code
4307_EB00064266142

Fire Commercial Sales Manager – Construction - Central United States

About the Job

Areas
Supported: Chicago, Central Plains, Great Lakes, Midwest, Upper Midwest,
Atlantic Coast 





Other potential markets candidate can be based:
Indianapolis, Detroit, St. Louis, Milwaukee, Chicago, Raleigh; must reside in
one of above supported areas 




What you will do:  




RESPONSIBILITY LEVEL:



Reporting to the Director(s) of Sales for the Fire business, and dotted line to the AVP, this role serves as the subject matter expert for the FIRE business focused on driving improved performance for all key performance indicators.



With focus on 4 key areas of the business – People, Pipeline, Performance and Planning, the individual contributor role achieves objectives and results through influence and partners with front line and area sales leadership to drive impactful activities.



Financial responsibility of driving $100M - $150M in Job Cost Bookings OR $10M - 15M of PSA bookings and retention for a RIF base of $60M – $100M




How you will do it:  





PRINCIPAL ACTIVITIES AND OBJECTIVES:


 


PEOPLE




  • Ensure Development of Managers, Hi Pos, and early career
    development programs are in place.

  • Coaching leaders on leading indicators and KPI dashboards

  • Interviewing Finalist Sales Managers (Local and Area)

  • Onboarding and training of new sales managers as needed (Sales
    Tools and Process)







PERFORMANCE




  • Drive area KPIs to meet Fire Financial Plan

  • Accountability to forecast

  • Price Realization

  • Improve Sales Productivity

  • Grow Fire Market Share

  • Drive Performance Management









PIPELINE and ACTIVITY MANAGEMENT




  • CRM Health (Adoption & Quality)

  • Quarterly business plan review participation

  • Drive PRIME and PSA cadence calls

  • FIRE Program Deployment and Tracking

  • Drive Cross Selling








PLANNING




  • Review and assist in Local Market Planning and go to market
    strategies.

  • Review and assist in FIRE Sales Staffing Plans leveraging
    data and tool sets

  • Ensure Account Segmentation and Assignment are applied to
    drive growth

  • Optimize Spans and Layers within FIRE sales structure

  • Lead Quota Review/Process

  • Ensure workday goals align with FIRE strategy









 


FIRE BUSINESS LEADERSHIP




  • Collects, consolidates, and prioritizes field feedback and
    incorporates into ease of business strategies and marketing programs.

  • Supports training programs that focus on increasing
    readiness and effectiveness of our salesforce to grow all FIRE offerings.

  • Performs other related duties and projects as assigned.
















What we look for:  



REQUIREMENTS and SKILLS




  • Bachelor’s degree and eight to ten years of experience in Sales
    and Sales Leadership.

  • Experience in the FIRE business or applicable adjacent
    industry.

  • Effective interpersonal and communication skills required.

  • Ability to achieve Results and Objectives through influence
    and servant leadership.

  • Analytical skills and ability to create action plans based
    on performance data.

  • Organizational agility skills and situational leadership.

















 

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