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Director of Sales Segmentation and Strategy

3 months ago

Aurora CO United States Johnson Controls International 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 and bonus plan

  • Paid vacation/holidays/sicktime - 15 days of vacation first year

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

  • Extensive product and on the job/cross training opportunities With outstanding resources

  • Encouraging and collaborative team environment

  • Dedication to safety through our Zero Harm policy

  • Check us Out: A Day in a Life at Johnson Controls :

What You Will Do:

As the Inside Sales leader, you will strategically segment work from front sellers to the inside sales team in order to optimize business operations and drive sales effectiveness. By leveraging your expertise in sales segmentation and strategy, you will develop and nurture valuable business partnerships with c-suite customers, actively identifying and capitalizing on opportunities that align with their business objectives and drive impactful results. Working closely with the sales team, sales operations, marketing, and data teams, you will develop and execute a comprehensive strategy that spans the entire business. This includes driving business outcomes for small and midsize customers by leading teams of phone-based account executives and technical domain experts. Through a deep understanding of customer needs and market dynamics, you will create customer demand for solutions/services that enable customers to achieve their mission and gain a competitive edge.

Collaborating with cross-functional teams, such as PBU's, digital, services, customer support, and senior executives (VP, President), you will mobilize resources to drive Johnson Controls' strategic business across a breadth of accounts/customers. Your leadership will be instrumental in achieving strong sales growth, increasing share of wallet, and delivering world-class solutions that significantly improve outcomes for customers and drive positive change within the industry.


How You Will Do It:

  • Develop and nurture valued business partnerships with c-suite customers, actively identifying and capitalizing on opportunities that align with their business objectives and understanding the specific drivers that motivate their decision-making processes.

  • Exhibit a passionate dedication to selling our organization's strategy, consistently raising the bar for sales performance expectations, and providing unwavering support to our sales team in their pursuit of exceeding challenging goals and targets.

  • Utilize your strategic acumen to develop innovative and tailored solutions for our customers, taking into consideration all available facts, constraints, competitive circumstances, strategic priorities, and potential consequences. By doing so, ensure that our solutions are directly aligned with their unique business needs.

  • Place a strong emphasis on customer-centricity by making sure that the customer's perspective remains at the forefront of all strategic priorities, business decisions, organizational processes, and service practices. Craft and implement service practices that not only meet the needs of our customers but also align with the values and objectives of our organization.

  • Exhibit exceptional skills in executing influential strategies that effectively gain commitment and organizational buy-in for customer solutions. Persuade key stakeholders, both internal and external, to take action by showcasing how our work will advance shared interests, business goals, and align with our overarching vision.

  • Take the initiative to establish and maintain strategic global relationships with stakeholders and potential partners, both within and outside of our organization. These relationships will serve as invaluable sources of information, ideas, expertise, and influence, enabling us to gain a deeper understanding of key business issues and consistently achieve our business goals.

  • Leverage your comprehensive knowledge of economic, financial, market, and industry trends to not only understand but also enhance customer results. By applying your understanding of major business functions, industry trends, and our organization's position, contribute to the development and execution of effective business strategies and tactics.

  • Establish a clear and compelling long-term business direction, meticulously analyzing systemic information, considering available resources, market drivers, organizational values, and emerging economic, technological, and regulatory conditions. Create a comprehensive plan that includes specific, measurable goals, targets, and milestones, all of which are fully aligned with our overarching vision while also supporting the needs of our customers.

  • Drive and facilitate organizational and cultural changes that are essential to achieving our strategic objectives. Act as a catalyst for new approaches that will improve results by transforming our organizational culture, systems, and products/services. Additionally, play a pivotal role in helping others overcome resistance to change and serve as a model for embracing and driving positive change throughout the organization.

  • Take ownership of key customer metrics such as secured growth, service growth, digital growth, and new product introductions for named strategic accounts. Additionally, develop and lead a high-performing team of account leaders and program managers, ensuring profitability and growth in our strategic accounts business. Foster alignment between the strategic account business and our area and local market teams through the implementation of the Building Operating System, effectively cascading strategic alignment to the front-line sales team and technicians.

What We Look For:

  • A bachelor's degree in business, Marketing, or Engineering.

  • A minimum of 12 years of experience in a similar role.

  • Proven track record of selling to C-suite individuals, including successful presentation and negotiation of large opportunities.

  • Strong knowledge of the technology and industry ecosystem, including understanding the dynamics between large investor-owned companies.

  • Technical aptitude to develop a deep understanding of technology roadmaps and digital strategies in order to create customized solutions for customers.

  • Highly motivated professional with exceptional interpersonal skills.

  • Possess a high level of energy, drive, enthusiasm, initiative, commitment, and professionalism.

  • Proficient in using Salesforce CRM.

  • Demonstrated ability to scale business operations, drive operational excellence, and successfully transition to a new sales model by making data-driven decisions.

  • Must work cooperatively on a team and approach each day and opportunity with a high degree of passion and enthusiasm.

Johnson Controls International plc. 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, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law . If you are an individual with a disability and you require an accommodation during the application process, please visit here .