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HVAC Owner Sales Manager


Job Summary

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

HVAC Owner Sales Manager

About the Job

HVAC Owner Sales Manager


What you will do


Under general direction, leads the Owner
directed sales organization by executing sales strategies to achieve
profitability, growth and market penetration. Develops and directs local market
sales leaders across the Northwest Area and the Owner sales force in selling
service offerings including planned service agreements, controls, fire, and
mechanical retrofits, O&M, and labor and materials to the local Controls,
Fire and Mechanical Owner direct market. Develops and delivers Area secured Owner
sales and margin plan for all Lines of Business for the assigned geography.
Responsible for hiring, coaching, & developing sales leaders and front line
representatives consistent with Sales Management Disciplines. Controls selling
expenses and manages resources to improve profit position. Establishes and
maintains long-term relationships with strategically important Customers to
influence opportunities. Sets the standard for professionalism within the sales
team, building and maintaining a high-performance team able to grow market
share through a commitment to customer satisfaction, quality and an
understanding of the business environment and local community. Represents
Johnson Controls as an Area leader for customers, employees and within the


How you will do it


Manages assigned BSNA (Building
Solutions North America) local market sales leaders to maximize secured sales,
return on assets, revenue, and growth objectives.

Increases market penetration in
local BSNA business by securing new customers and expanding the scope of the
existing customer base business at key, target, managed and maintained owner
accounts. Manages qualification and assessing potential customers and
opportunities. Consistently seeks to expand the scope of business with owners.
Ensures the development and maintenance of Account Plans with all appropriate

Analyzes markets and current
business performance. Develops growth strategies for sales and operations teams
consistent with Area and BSNA business mission and objectives. Understands the
business environment of local markets including competition, purchasing and
business trends.

Establishes and drives local
territory account management consistent with BSNA & Area strategic
direction and assigns key and target accounts.

Builds and fosters a team
environment within and across geographies. Solicits support from and
communicates effectively with internal staff.

Evaluates Johnson Controls local
performance in customer satisfaction and provides leadership for performance
enhancement and proactive resolution of issues and allocates resources as needed
to ensure customer expectations are met.

Participates as the management team
representative on strategically important target accounts. Establishes and
maintains personal long-term customer relationships with strategically
important accounts to influence opportunities.

Working with the Area Management
Team and Local Market Leaders, ensures company standards, processes, and tools
are used and applied. Ensures the development and training of the sales
workforce on established processes, tools, and standards.

Fosters teaming environment between
the different selling segments to maximize all our resources in the geography.

Ensures adherence to company
policies, procedures, and strategic initiatives regarding human resource

Executes the sales staffing plan for
the Area & local geographies. Working with the local sales leaders,
recruits, hires, and retains BSNA sales force. Prepares and delivers clear
performance expectations, performance reviews and development plans for direct
reports teaming with the appropriate matrix functional manager. Ensures a
consistent level of coaching to sales leaders, which includes: monthly
‘one-on-one(s)’, pipeline reviews, field opportunity reviews, and financial

Ensures compliance with state, local
and federal legal requirements and leads the local office with the highest
business ethics.

Represent Johnson Controls as a
leader in the local community. Participates in local industry and community
activities (trade shows, college recruiting, professional organizations, etc.)

What we look for


Bachelor's degree in Engineering,
Business or Marketing. Eight to ten years of progressive sales and/or
operational experience in controls/mechanical/security& fire. Three years
of experience as a leaders of managers with responsibility for the productivity
or development of others. Demonstrated ability to relate to people at all
levels, and to communicate both on a technical and non-technical basis.


Who we are


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


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