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National Account Manager


Job Summary

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

National Account Manager

About the Job

What you will do

Achieve significant growth by driving the development of assigned distribution partners that allow Unitary Products to achieve AOP for sales, sales margin and market share goals consistent with the strategic plan.

 How you will do it

1. Meet or exceed the AOP for sales, sales margin, and market share goals for the independent distribution channel within a predefined geographic territory with pre-assigned distributor partners. The Regional Account Manager manages and further develops distributor relationships to effectively plan, develop, negotiate and increase market share and profitability targets assigned. This includes setting performance goals by brand and distributors.

2. Execute the “market by market” playbook with pre-assigned distributor partners within the assigned geographic territory, its current market and business performance, and develop a distributor sales strategy consistent with the Unitary Products strategic plan for all market segments:

a. Add-on Replacement

b. Commercial Products

c. Residential New Construction

d. Parts & Supplies through Source 1

e. Indoor Air Quality Strategy and Products

3. Execute the brand segmentation strategy congruent with the “market by market” analysis to increase market share with pre-assigned distributor partners.

4. Provide accurate and timely product and sales forecasts to enable supply chain and production efficiencies.

5. Utilize the distribution scorecard to facilitate performance expectations with independent distribution principles on a quarterly basis, and implement performance management activities should they become necessary.

6. Works with the Regional Technical Services Manager, Regional Marketing Manager and other internal resources using a consultative selling approach to determine customer needs, develop support plans, and implement programs that provide a range of customer service offerings to develop and grow distributors to meet profitability targets.

What we look for


  • Demonstrated sales experience and consultative selling process desirable

  • Minimum of (5) years HVAC/R experience

  • Bachelor's degree in Engineering, Business or Marketing desirable 


  • Strong communication skills. 

  • Excellent team and project management skills. 

  • Experience with Microsoft Office applications- EXCEL, WORD, POWERPOINT 

  •  Ability to travel at least 65% 

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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