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OEM Channel Account Manager


Job Summary

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

OEM Channel Account Manager

About the Job

What you will do

Under general direction, responsible for growing JCI Controls products sales volume and meeting set sales plans and objectives through assigned OEM channel accounts (customers). Sells the complete JCI Controls product portfolio.  Uses and promotes the sales process to aide in cultivating and managing long term relationships and in seeking out new sales opportunities.  Represents product and technology offerings during the sales process to the end customer.    Works with the OEM account (customer) to deploy new product offerings and ensures they are informed and trained on the products, features, value proposition, and pricing. Operates with the highest level of business ethics and integrity.  

External/Internal Relationships:  The Account Manager is responsible for delivering the products revenue and margin plans for channel accounts. In their role, the Account Manager, will need to establish and sustain important internal/external relationships in the following ways:

Selling and servicing key executives within their assigned accounts to drive products revenue and margin results and provide customer support on products, features,  pricing and collateral material.

Actively involved in regional industry associations (ASHRAE, HARDI, ARI, CGNA, etc) and trade shows/events

Works with their supervisor to develop annual volume and growth objectives for each assigned accounts.

Provide leadership and accountability for the overall strategy and execution related to increasing market share and profitability

Works with Product Management and Engineering organization to provide feedback for product and feature enhancements a well as customer requirements.

Provides competitive analysis of local marketplace and obtains assistance for technical expertise, sales assistance and market development activities.

How you will do it

1. Partnering with key and targeted customers to reach optimal sales levels.  

2. Recommends product solutions and links customer objectives to total value solution and competitive advantage.  

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

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

5. Actively listens, probes and identifies concerns.  

6. Understands customer's business and speaks their language.  

7. Develops credibility, loyalty, trust and commitment.  

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

9. Involved in the development and execution of account sales.  

10. Responsible for meeting assigned product sales goals and objectives.

11. Engages assigned accounts in Johnson Controls account management principles and Playbook, conducts quarterly strategic account review sessions

12. Ensures that the customer fully understands and executes appropriate actions towards the co-developed sales plans to achieve the sales goals and objectives identified.

13. Develops trusted relationships with key stake holders (marketing, sales, quality, engineering, manufacturing, purchasing, inventory, etc.)

14. Price and Margin management

15. Participate in product development life cycle, while influencing product decisions towards JCI offerings, and maximizing our value proposition.  

16. Effectively inform and present to key accounts new technology offerings and solutions as developed within JCI.

17. Act as a funnel for information between assigned OEM accounts and JCI product management, influencing future offerings and technology trends and changes.

18. Ability to work across a single customer with multiple locations in North America, leveraging our overall business opportunity, while influencing a greater share of wallet for JCI.

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/Controls industry.  

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

  • 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%.


  • MBA.

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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