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United States




3 Days Ago

Johnson Controls

What you will do
He/she is expected to develop strong end-user, distribution and partner relationships in order to drive proprietary or preferred product status for Fire Protection products and systems, and work seamlessly with the inside leaders to ensure cross-functional success. You will lead development of growth opportunities that support Johnson Controls (JCI) Water-based Fire Suppression products businesses in the US region.

How you will do it
  • Formulate sound business plans that includes budgeting, cost analysis and cost control.
  • Set aggressive sales plans and achieve ambitious targets and stretch goals.
  • Identify existing and future growth market opportunities, and tailor strategic sales plans and resources to maximize JCI’s top-line and market share position.
  • Establish rigor, consistency and a business cadence that drives the team forward and achieves results, even in times of challenging market conditions.
  • Synthesize information and leverage data-driven arguments to make and guide informed decisions.
  • Strong customer orientation and focus with the ability to work with all levels of the customer organizations to sell and support products, as well as understanding customer’s current needs and anticipate future needs.
  • Ability to cope with ambiguity, and successfully resolve problems and manage conflict, navigating resistance, and developing buy-in.
  • Develop, motivate and energize a diverse team in critical areas of sales planning, negotiation, and customer pursuit.
  • Navigate cross-functionality and identify the necessary tools/resources to add value to region.
  • Develop cross-selling opportunities and improve channel management process/strategy (support integration).
  • Expertise of the market, ability to talk higher-level (ability to hold strategic conversations).
  • Interface and build strong relationships with internal partners (L&D, Operations, Product Development and Marketing).
  • Responsible for tracking, forecasting and analysis of sales results to identify trends, patterns, and opportunities.
  • Collaborate with Marketing and Sales Operations on sales promotions and campaigns to increase revenue and profitability, while minimizing channel conflict with other sales roles.
  • Monitor and coach sales staff on techniques to increase results in sales, quality, and service.
  • Work with Director of Sales, Americas to provide sales input to new product development process and ensure new products are introduced effectively across the region.
  • Establish new and/or build existing relationships with key customers, contractors, and distributors to enhance sales volume and customer service.
  • Plan, direct and drive the sales resources to assure that adequate coverage is applied to all accounts.
  • Understand competitor products, tactics, strategy, pricing and their competitive position across the US.
  • Create strategic plans, as a well as become responsible to implement product line initiatives and product launches.
  • Identify, analyze, select and continuously improve the region’s various channels to market.
  • Recruit, hire, train, develop and continuously improve the organizational capabilities of sales personnel.
  • Work with Sales and Segment Leadership to develop aligned annual sales targets supporting our Water businesses.
  • Monitor size of pipeline, closing ratios and progression in order to ensure optimal conversion of inside sales efforts into actual revenue.
  • Conduct regular business performance reviews with the teams and participate in progress meetings with the regional sales leadership.
  • Work with the Regional Sales leaders to develop seamless sales processes and associated metrics, supported by Salesforce.com.
What we look for
  • Bachelor’s degree in Marketing, Business, Fire Protection or Engineering.
  • Minimum of 8 years’ successful sales management experience in driving revenue across a remote sales organization, preferably in the Fire Protection or Detection industry.
  • Proven track record of accomplishments and achievements in the sales function driving profitable business growth.
  • Experience working with end-users and channels.
  • Experience managing both long and short sales cycles.
  • Proven track record of accomplishments in negotiating with large customers.
  • Must have strong interpersonal skills, maturity and good judgment, and be capable of communicating with a diverse range of individuals.
  • Broad functional experience in areas of strategic planning.
  • High energy, self-starter.
  • Strong business and financial acumen.
  • Strong negotiating skills.
  • High-level of personal accountability, as well as holding colleagues to account for performance in a positive way.
  • Strong critical thinking, problem-solving and analytical skills.
  • Team player who encourages collaboration across Fire Suppression globally.
  • Strong influence and leadership skills with the ability to effectively work in a matrix structure.
  • Strong presentation and communication skills, both verbal and written including proficiency with PowerPoint and Excel.
  • Master's degree in Marketing.
  • Lean/Six Sigma certification.
  • Technical/Engineering background in Fire Protection and Detection.
  • Knowledge of target market segments Oil and Gas, Mining and Power.
  • Some level of understanding of Spanish and/or Portuguese.
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, 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/careers.

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