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Regional Major Projects Sales Manager
Johnson Controls is a world class employer where ingenuity and excellence are welcome. We are a global market leader in automotive experience, building efficiency and power solutions with over 140,000 employees in 125 countries. For over a century, Johnson Controls has been working to find new ways to improve the places where people live, work and travel, which in turn gives our employees the chance to change the world.
At Johnson Controls, you’ll be challenged to innovate and encouraged to apply your talent and knowledge in an environment that values teamwork, integrity and diversity. Join us now! Your Ingenuity is welcome! (EEO/AA Employer)
Under general direction and a member of the Regional Management Team, develops and directs the Major Projects Systems sales force to deliver the business plan for large volume, integrated, Building Automation Systems (BAS) and technology solutions to contractors and consultants responsible for new
construction and renovation building projects. Develops and maintains relationships with contractors, consultants, customers and partners and interacts with them frequently. Responsible for sales planning and sales activity consistent with Sales Disciplines.. Analyzes market opportunities to develop and implement strategies to maximize margins and increase market penetration. Builds strategic business relationships with local business leaders within the Systems Major Projects market.
PRINCIPAL DUTIES:
- Analyzes the Systems Major Projects market and current business performance. Develops and implements the Systems strategic sales business plan consistent with Controls Group mission and objectives. Understands the local business environment of targeted markets concerning growth trends, local legislation, and competitors.
- Develops and coaches the account teams and sales support to deliver the business plan through established business processes, tools, and standards. Hires, retains, performance manages, and plans for career development of Systems Major Projects Sales organization. Provides consistent level of sales coaching, includes: monthly 'one-on-one(s), customer sales calls, and critical opportunity reviews.
- Establishes Regional Systems Major Projects account development goals consistent with Controls Group and Regional strategic direction. Drives account management leadership for the Regional Systems Major Projects sales organization. Ensures focus on developing new business with contractors. Consistently seeks to expand the scope of business with target accounts.
- Establishes and maintains long term relationships with strategically important contractors, consultants, and customers to influence opportunities. Participates as management team representative on selected accounts. Qualifies, assesses and reviews Target Accounts.
- Facilitates the selection of large Targeted job(s) teams including sales and systems operations personnel.
- Regional focal point for integrating SSA Systems initiatives into the Regional Systems Major Projects sales organization. Directly responsible for the sales resources to support these initiatives.
- Establishes the Region's plan for sales and sales support staffing levels and takes action to achieve that plan. Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.
- Develops and manages strategically important third party relationships that further business development activity. Build alliances that support our business proposition and customer business success. Work closely with systems operations and marketing teams to monitor and analyze market trends and competitive issues within the mechanical and systems businesses.
- Participates as appropriate in local industry and community activities.
Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred. Eight to ten years of progressive experience and proven sales ability in the sale of technical systems, services and or products. Five years of experience in a management role with responsibility for the productivity or development of others.
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