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  • Norcross, GA

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Sales Manager Critical Environments

Johnson Controls • Norcross, GA

Posted 11 days ago

Job Snapshot

Full-Time
Degree - 4 Year Degree
Other Great Industries
Sales, Management

Job Competition

1

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Job Description

What you will do
Working under the direction of the General Manager – Controls Specialty Products and in conjunction with Johnson Controls (JCI) global channel sales leadership, the Global Sales Manager is responsible for leading and coordinating all sales efforts for the JCI Critical Environment Controls business.  This business encompasses the Johnson Controls and Triatek families of products and services, including venturi valves, fume hoods, fume hood controls, room pressure controls, lighting panels, design assistance, and service.


The Global Sales Manager will directly supervise a group of Business Development Managers (BDMs), Inside Sales Engineers (ISEs), and Project Development Engineers (PDEs).  This group currently includes five (5) team members, which will grow in size as the business grows.  The successful candidate will also have dotted line sales management responsibilities for our global Critical Environments BDMs, with a focus on the Europe, MEA, and APAC regions.


The Global Sales Manager will also serve as the primary sales leader for the Triatek manufacturer’s representative channel.  In this capacity the Global Sales Manager will frequently be called on as a subject matter expert (SME) for laboratory and healthcare controls and will be the face of the Triatek brand in front of decision makers such as engineers, building owners, and potential, new Triatek reps.


How you will do it
1. Manages the Critical Environment Controls sales team to ensure channel and overall performance to revenue and profitability plan. 
2. Supervises the development and active maintenance of account plans and contracts (in the case of manufacturer’s reps) with all key and target accounts
3. Provides accurate and timely forecasting of revenue and profitability, and the corresponding allocation of sales support resources 
4. Practices performance management by setting clear goals, investing personal time in employee development, actively coaching (i.e. monthly one on ones, account reviews, opportunity reviews and regular observed coaching calls) and performing on-time performance reviews.   Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.
5. Increases market penetration in the Triatek rep business by securing new customers and expanding share of wallet with the existing customer base. Manages qualifications and assessing potential rep customers and opportunities. 
6. Ensures the development of new business and demonstrates an understanding of the various channels in each global market.
7. Facilitates training and ensures support resources are in place to develop salespersons capable of selling the full scale of product offering.
8. Partners with global channel sales leaders to maximize account management consistent with the Critical Environment Controls strategic direction. 
9. Builds and fosters a team environment within and across sales teams.  Solicits support from and communicates effectively with internal staff.
10. Evaluates Johnson Controls’ local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues. 
11. Participates as the management team representative on strategically important key customer accounts. Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities.
12. Owns and manages the sales staffing plan, working with HR and the Talent Acquisition team to recruit, hire, and retain sales staff.   
13. Builds and maintains relationships with JCI Critical Environment Controls product engineering, development, and manufacturing to gather and act upon voice-of-the-customer (VOC) product feedback
14. Links with Johnson Controls learning & development, marketing, and communications teams to assist with development of market-conditioning initiatives for North American and global channels alongside the BDMs, including: 
a. Channel marketing and communications initiatives
b. Sales aids and collateral including playbooks, battle cards, presentation materials, and specifications
c. Sales promotions and campaigns
d. Product learning maps and curricula
e. Sales and learning resources including product demos and facilitator guides
15. Represents Johnson Controls as an active member of applicable industry organizations, and leverage that position to gain influence on future business opportunities
16. Leads Johnson Controls’ identification of and participation in applicable industry trade shows and other industry meetings
17. Prepares for and delivers regular report-outs on financial performance and growth strategies


Job Requirements

What we look for
Required
• Bachelor's degree in Engineering, Business, or Marketing.  Master's degree preferred.  
• Ten (10) or more years of progressive sales and/or sales management experience for a major laboratory controls manufacturer or manufacturer’s representative is a must.
• Strong financial acumen, including the ability to build and execute against financial business plans
• Ability to travel primarily within North America to support business opportunities as required, with some infrequent global travel also required
• Ability to lead and influence others toward common objectives
• Strong verbal and non-verbal communication skills
• Best-in-class presentation skills, with extensive experience presenting to C-suite leaders and other executive decision makers
• Self-starter with the ability to thrive in a high-growth environment with minimal supervision
• Ability to distill complex sales objectives into comprehensive action plans
• Ability to lead and influence across diverse geographical areas and cultural groups
• Ability to articulate the Critical Environment Controls and Specialty Products natural business unit (NBU) vision, strategies, objectives, and financial performance
• Willingness and ability to use Johnson Controls’ CRM to drive accountability around key business opportunities and success metrics


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.


Job ID: 2128293
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