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Fire Commercial Sales Manager ...

Monster
 
 
 
 

Job Summary

Company
Johnson Controls
Location
Santa Fe Springs, CA
Industries
Other/Not Classified
Job Type
Full Time
Employee
Career Level
Experienced (Non-Manager)
Job Reference Code
4307_EB00064271142

Fire Commercial Sales Manager – Owner - Western United States

About the Job

Areas Supported:  Northwest, SoCal, Southwest, NorCal






Other potential markets candidate can be based: 
California, Seattle, Phoenix, Denver; 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



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)






How you will do it: 

 

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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