What you will do

Under general direction and a member of the Management Team, provides leadership to the Development Managers for sales process, activities, and results. Consolidates and delivers quarterly sales forecast and secured margin plan. Develops, executes, and leads sales and account strategies to achieve SI business plan of profitability; growth; market penetration; account management; opportunity management; and customer satisfaction objectives. Supports the sales efforts for large opportunities.

Analyzes and understands business environment of the vertical market segments and current business performance. Assists in the recruiting, training, and development of development teams including Development engineers and delivery, presales.

Works with functional leaders in operations and engineering during the strategic planning process to identify, support, and qualify existing and new market opportunities.     

How you will do it

• As part of the management team, develops strategic plans, account plans, and annual sales plan. Responsible for all aspects of sales planning, measurement, and results; including, volume, margin, staffing, overhead, productivity, activity management, and EBIT.

• Develops sales management best practices consistent with Sales Management disciplines.  Sets standards for sales, engineering and delivery, pre-sale performance.  Ensure the development of key personnel through coaching and performance assessment.

• Understands and supports the development managers in the local business environment of targeted markets concerning growth trends, legislation, and competitors.

• Sets aggressive goals to ensure  business plans are met.  Manage Total Customer Acquisition Cost (TCAC) to business plan, delivering margin relative to goals.

• Establishes development goals consistent with Sustainable Infrastructure strategic direction.  Ensures focus on developing new business with new customers.  Consistently seeks to expand the scope of business within existing accounts.

• Establishes and maintains long term customer relationships with strategically important customers to influence opportunities.  Participates as management team representative on selected accounts.  Qualifies, assesses, and reviews Target and Key Accounts.       

• Facilitates the selection of large Targeted job(s) teams.

• Develops and coaches the opportunity teams, program development, and sales support on established business processes, tools, and standards.  Assists in the hiring, retention, performance management, and career development Of Development Managers and their teams.  Provides consistent level of sales coaching including customer sales calls, and critical opportunity reviews.

• Establishes the plan for staffing levels and takes action to achieve that plan. Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.

• Manages the portfolio to maximize return on sales for the business, and our shareholders.  Drives cash flow through proper payment terms, proactive billing and collections.  Sets aggressive goals to ensure business plan is met.  Responsible for the forecast rollup. 

• Develop and manage strategically important third-party relationships that further business development activity. Build alliances that support our business proposition and customer business success. Work closely with global SI, marketing, functional engineering, and technology teams to monitor and analyze market trends and competitive issues within the businesses.

• Serves as an active member of the leadership team by providing performance information in an accurate and timely fashion and working with and supporting other leaders to establish standards, resource sharing and incorporating “Best Practices”, reporting performance metrics, establishing, and actualizing learning programs.

• Represents Sustainable Infrastructure in the community to ensure an understanding of the business environment and local community, including legislation, purchasing, and market trends.

What we look for

[Required Qualifications – Education, Skills & Experience]

Bachelor’s degree in business or marketing or related field.  Master's degree preferred. Eight to ten years of progressive experience and proven development ability in the sales of business and financial solutions.  Five years of experience in a management role with responsibility for the productivity or development of others.

Who we are

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.

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.