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Strategic Accounts Regional Sales Manager, Central

4 weeks ago

Arlington Heights, United States Johnson Controls Full time
Remote National Sales Regional Manager Role - Applicants must be located within the region of the position

WhatYou Will Do

The Regional Sales Manager of Strategic & Alliance Accounts will report directly to the Regional Sales Leader and act as a liaison between the North American Central Operations team as well as the North American Strategic & Alliance Accounts team. This role requires a dynamic, exceptionally adaptable, high-energy, highly effective, and engaging sales leader with a strong foundation in business leadership, adept at managing with influence, proven c-suite engagement, centered on deep industry expertise, and a proven track record of exceeding sales targets.

This role is responsible for driving desired regional business outcomes with both global and national customers. This role will interact with Eco-system partners who generate market demand for solutions/services enabling customers to accomplish their mission and strategic business objectives. The successful leader will decisively and effectively engages with enterprise teams (sales, digital, operations, engineering) on a regional level to ensure Johnson Controls' strategic business portfolio is delivering upon its commitments and enhancing client value. This role is accountable for driving strong sales growth, increased share of wallet, leading world class solutions that dramatically improve outcomes for customers and drive change for the industry.

How You will Do it
  • Partner and support activities of the field National Account Managers & Strategic Account Managers and ensures familiarity with and training regarding markets, products, services, selling skills, etc.
  • Driving customer value by solidifying valued partnerships with national accounts residing in the region; proactively identifying business opportunities within the portfolio and convey a firm and comprehensive value proposition.
  • Developing strategic solutions for customers that appropriately consider available facts, industry trending, constraints, competitive circumstances, strategic priorities, and probable consequences; clearly connecting solutions to business needs.
  • Passionately selling the organization's strategy; remaining acutely focused on sales performance; encouraging and supporting collective team efforts to achieve and exceed challenging sales goals and operational commitments.
  • Ensuring that the customer's perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers' and own organization's needs; promoting and operationalizing customer service as a differentiator.
  • Creating and executing influence strategies that gain commitment and organizational buy-in for customer solutions; persuading key stakeholders to act by demonstrating how the work will advance shared interests and business goals.
  • Formulates a sound business plan to provide acceptable sales growth in accordance with established plan and market share targets. Works with Regional Sales Leader and Regional Vice President to meet profitability goals.
  • Adheres to applicable Standard Operating Procedures on pricing expectations and proposal development.
  • Provides support and client insight(s) to RVP for Core Commercial sales strategy and execution.
  • Partners closely with regional stakeholders to drive key Global & Strategic Account activities to ensure service and profitability goals are achieved.
  • Serves as a liaison to Operational Team members to ensure client requirements are fully understood allowing the organization to properly organize and coordinate internal resources to meet customer needs.
  • Partners closely with Strategic & Alliance Accounts leadership, Regional Sales Leader, and RVP to influence Global & Strategic Account and local sales forces by designing, implementing and actively supporting sales strategies for assigned accounts.
  • Assists in developing programs, including customer retention and new product offering development in conjunction with appropriate product & service teams.
  • Tracks sales activity in all CRM platforms and provides Global & Strategic Account sales team with regular feedback on opportunities to achieve scale, expand entitlement and improve quoted margins.
  • In conjunction with the RSL, both attends and contributes to regular sales meetings, providing guidance on how to properly engage, and success, with Global & Strategic account portfolio.
  • Participates in trade shows, conferences, and conducts client educational events.
  • Focuses on and develops plans for increasing opportunistic accounts.
  • Works with National Account Managers & Strategic Account Managers to maintain current customers and expand entitlement across domains in each.
What we look for

Education:
  • Bachelor Degree in Sales/Marketing or other related preferred
Experience:
  • Minimum of seven (7) years of commercial sales experience including three (3) years of major accounts sales with one (1) to two (2) years sales management preferred. Proven sales ability with high-level Corporate contacts.
  • Building products & services experience is highly preferred.
  • Previous familiarity with SFDC a plus.
Skills:
  • Entrepreneurial attitude, strong business acumen, demonstrated leadership ability and passion to be a team player at all levels.
  • Thrive in a fast paced and highly accountable environment
  • Demonstrated ability to handle multiple complex opportunities simultaneously
  • Be customer obsessed, both internally and externally.
  • Highly communicative and responsive to inquiries both internally and externally.
  • Innate ability to manage with influence and establish strong working relationships with team members across all departments.
  • Ability to comprehend and make valid contribution developing a business plan, including sales and marketing strategies.
  • Excellent oral and written communication skills.


***Applicants must be located within the region of the position***

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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.

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