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Regional BWSI Sales Mgr


Job Summary

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

Regional BWSI Sales Mgr

About the Job

What you will do
Under general direction, leads, develops, executes and manages the Building Wide Systems Integration (BWSI) assigned Vertical Market Business Plan for North America.The Building Wide Systems Integration strategy is a key growth strategy for Johnson Controls’ Building Efficiency business. We have significant opportunity to grow secured volume, expand margins and increase “blue” product market share. In addition, our share of the customer’s wallet by developing and implementing technology solutions that link building, Information Technology/Business Systems and Specialty systems into a single converged network to achieve our customers’ desired business outcomes. Our BWSI solutions will reduce our customers’ capital and operating costs and improve the functionality of the building by providing an intelligent communications network to exchange data, automate actions and provide critical information required to optimize systems and people performance throughout the life cycle of the building for the assigned vertical market(s).

How you will do it
The ability to innovate through JCI sales teaming, delivery methods, offerings and vertical market partnership will be essential to short-term and long-term success in this role.

• Secures BWSI North America (assigned vertical Market) plan volume and margin numbers for assigned Vertical Market on a quarterly basis.
• Go to Subject Matter Expert for Johnson Controls BWSI Offering within assigned vertical market
• With guidance from the BWSI Marketing and (assigned) Vertical Market Sales Directors, plans, develops and executes the North American Vertical Market BWSI Business Plan that is linked to the FY Strategic and BWSI initiatives. Reviews the Business Plan with Stakeholders on quarterly basis to obtain feedback and guidance.
• Grows and maintains the BWSI pipeline by 5X the un-factored volume plan number and 1.5X margin numbers.
• Proactively support the Vertical Markets Teams highest volume customers Account Management Program for account plans, sales support for BWSI, and growth goals.
• Understands the industry BWSI trends and works with (assigned) Vertical Market Directors and the BWSI Director of Marketing on strategy and (assigned) of sales teams and customers.
• Establishes regularly scheduled meetings with Regional Sales Managers and BWSI & MP Regional Sales Managers to understand their BWSI needs, support requirements and best practice sharing.
• Develops an Infrastructure Renewal offering and Performance Contracting packaging and tools for BWSI offering in the (assigned) Market
• Identifies BWSI Sales and Marketing needs and collaborates with the BWSI Marketing Director to engage SSNA MarCom to assist on the fulfillment of these needs.
• Supports the Regions on BWSI scope of work development and supporting documentation, to include conceptual solution options, diagrams, workflow, business case, etc. to support a compelling winning solution for all opportunities.
• Participates in the Target Account Selling (TAS) Reviews for the top (assigned) Vertical Market Accounts with the assigned Vertical Market Account Managers to identify sales strategy and goals to add BWSI to the proposed solution bundle.
• Develops and maintains relationships in support of the region, with customer’s technical leadership staff and consultants for the purpose of developing relationships, gathering information and moving the sales engagement forward.
• Provides accurate and timely monthly forecast for (assigned) Vertical Market BWSI opportunities and oversees the accuracy of BWSI Product Codes, within our CRM.
• Contributes to the development and presentation of the Monthly North America BWSI Sales and Operation Report to Leadership
• Trains Sales Account Managers, ensuring that the sales team understands the value of each solution and how to position the solutions to address customers’ needs
• Supports portions of the presentation to the C-level or Technical buyer as needed by presenting the vertical market solutions value proportion for all BWSI solutions.
• Achieves all Learning & Development certification goals based on defined due dates
• Works with the BWSI & MP RSM’s, K-12 and (assigned) Vertical Directors and Director of Marketing and EcoSystem Manager to identify future BWSI partners, to further extend Johnson Controls’ reach, value, delivery methods, channels and Solution differentiation.
• Participates in North American (assigned) vertical market associations and networking groups to increase prospects.
• Works as a liaison with the VP of BWSI Sales, Regional Sales Managers, and the National BWSI MP Operations Sales Development Managers to ensure the latest best practices are incorporated within the JCI sales and operations processes to ensure successful outcomes.

What we look for
• Education: Bachelor's Degree in Information Systems/Technology, Engineering, or equivalent experience. MBA desirable.
• Minimum of ten years of experience in Building Systems, Information Technologies, Solutions Integration, Networks/Communications, Software, Services and/or Consulting for the assigned Vertical Market.
• Business Acumen:
o Communication skills: excellent verbal and written communication skills
o Analytical ability: able to analyze market data and customer business needs and then translate those requirements into an integrated technology solution that will support the customer’s mission
o Technical knowledge: has expertise in the communications and information technology world with a solid understanding of networks and solutions that integrate multiple technology platforms to drive business needs
o Consultative sales skills: has direct sales experience; understands complex and conceptual sales strategies; knows how to uncover customer’s business needs, match those needs to our portfolio of solutions and present the solutions to both technical and business buyers enabling them to make informed buying decisions
o Financial skills: experience with creating and delivering solution sets that drive customers’ ROI and the ability to quantify TCO.
• Organizational agility: Knows how to work horizontally and vertically within both Johnson Controls and external organizations to achieve desired results
• People development: People oriented; experienced in coaching people to deliver results on time and within budget;
• Industry knowledge: possesses the ability to assess/evaluate market potentials, identify key market segments where integrated technology solutions will support Johnson Controls growth strategies. Calling on C-Level owners, General Contractors, Design firms with a Consultative Selling process in BWSI, Services and/or Consulting.
• Program Management: understands the processes required to develop and take the BWSI solution to market for assigned vertical market through our Branch organization, MP AEs, PDEs and sales leaders to successfully coordinate with the internal to ensure the success of the BWSI strategy.
• Travel 50% 

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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