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Service Sales Mgr


Job Summary

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

Service Sales Mgr

About the Job

What you will do

Under general direction of
Area Owner Sales Manager, leads the Fire (Owner-Direct) sales team business by
executing sales strategies to achieve profitability, growth and market
penetration.  Develops and directs the owner-direct sales-force in
selling fire alarm, sprinkler and suppression retrofits and expansions, as well
as some service offerings. Align local Area market strategy managing assigned accounts
and geographic territories of the sales team. Develops and delivers the area
secured sales and margin plan for the Fire business for the assigned
geography.  Responsible for hiring, coaching, & developing sales
people 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 local leader for
customers, employees and within the community. 



How you will do it

  • Manages assigned BE sales
    portfolio to maximize secured sales, return on assets, revenue, and growth
    objectives, with a focus on Fire (Owner-Direct) projects

  • Increases market
    penetration in local BE 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 accounts.

  • Analyzes the market and
    current business performance.  Executes growth strategies for sales
    and operations teams consistent with Area and Building Efficiency business
    mission and objectives.  Understands the business environment of
    local markets including competition, purchasing and business trends.  Accountable
    for integration of service sales and operational team activity within assigned
    staffing geography.

  • Establishes and drives
    local territory account management consistent with North America and 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.

  • Reviews bids and estimates
    for accuracy and oversees bid preparation and operational review meetings.

  • Working with the Area
    Management Team, 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

  • Consistent with the Area
    business plan, provides sales focus and sets aggressive individual and team
    goals. Ensures adherence to company policies, procedures, and strategic
    initiatives regarding human resource management.

  • Executes the sales staffing
    plan for the assigned local geography. Working with the Area Management team,
    recruits, hires, and retains BE 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, which includes: monthly ‘one-on-one(s)’, observed
    and unobserved calls, field opportunity reviews, and financial
    reviews.  Directs performance management of sales personnel. 

  • 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 building systems/security& fire. 

  • Three years of experience in a lead or
    supervisory role with responsibility for the productivity or development of

  • Demonstrated ability to relate to
    people at all levels, and to communicate both on a technical and non-technical

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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