HVAC Construction Account Sales Manager

3 weeks ago

Grand Rapids, United States Johnson Controls Full time
Build your best future with the Johnson Controls team 

As a global leader in smart, healthy, and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places, and the planet.  Join a winning team that enables you to build your best future Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away 

What we offer 

  • Competitive salary

  • 15 days of vacation first year plus sick-time & holidays

  • Comprehensive benefits package including 401K, medical, dental, and vision care – Available day one.

  • Encouraging and collaborative team environment

  • Dedication to safety through our Zero Harm policy

  • Company vehicle

  • Check us out

Candidate will ideally be situated in Detroit Metro, Southeast or Central Michigan

What you will do 
Under general direction, leads the HVAC Construction (CONTROLS) sales business by executing account management strategies that facilitate long-term customer relationships with targeted customers. Plans, forecasts, manages and delivers consistent long-term profitable growth in the state and across all local markets.  

Develops and directs the HVAC Controls Construction sales force to be the premier supplier of all HVAC systems offerings across all building types. Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines.

Personally, establishes and maintains long term customer relationships with key and target owners, architects, consulting engineers and contractors to influence opportunities.  Through active leadership participation in the local community and professional organizations, maintains an understanding of the business environment (i.e. legislative, purchasing, and market trends). 

How you will do it 

  • Leads account assignments to the HVAC Construction sales team to ensure secured sales performance to plan.

  • Responsible for top-line growth of revenue as well as meeting growth objectives around gross margin and EBIT.  Also responsible for meeting plan objectives regarding trade working capital.

  • Provides accurate and timely forecasting of sales and the corresponding allocation of sales support resources  

  • Practices performance management by setting clear goals, investing personal time in employee development, actively mentoring.  Ensures adherence to Company policies, procedures, and pivotal initiatives regarding human resource management.  

  • Increases market penetration in local Systems business by securing new customers and growing the scope of the existing customer base with owner, architectural engineer and mechanical consultants and contractor accounts.  

  • Ensures the development and maintenance of Account Plans with all key and target accounts. Ensures the development of new business and demonstrates an understanding of the various channels in the market and how they inter-relate with the Branch business.  

  • Facilitates training and ensures support resources are in place to develop salespersons capable of selling HVAC CONTROLS TO CONSTRUCTION, as well as the full scope of bundled offerings available.  

  • Develops strategies for the local sales team consistent with Corporate mission and objectives.

  • Understands the business environment of branch markets including competition, purchasing and business trends.   

  • Accountable for integration of construction sales team activity within assigned staffing geography.  

  • Evaluates Johnson Controls’ local performance in customer happiness and provides leadership for performance improvement and proactive resolution of issues.  

  • Participates as the management team representative on strategically meaningful key accounts. 

  • Establishes and maintains personal long-term customer relationships with strategically meaningful accounts to influence opportunities.  

  • Owns and manages the sales staffing plan for the assigned local geography. Working with the Regional HR and Talent Acquisition team to recruit, hire, and retain HVAC Construction sales and sales support staff to plan.   

  • Ensures compliance with state, local and Federal legal requirements and operates the local office with the highest business ethics.  

What we look for  
Required  

  • Bachelor's degree OR Equivalent Experience

  • 8 years of a proven track record leading sales teams (motivating, mentor, development of others) 

  • Must have experience in the HVAC CONTROLS AND Construction industry    

  • Operational business acumen, P&L, negotiation, conflict resolution, ability to work well in a matrix environment.  

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