What you will doThe Fire Construction Sales Manager leads the strategy, alignment, and development of the new construction and retrofit fire projects for the assigned markets - which includes both Sprinkler and Fire Alarm. Your role builds long- term relationships with Electrical Contractors, Consulting Engineers, select Owners, and General Contractors to drive the sales of JCI offerings on new construction and retrofit projects.
- This position is responsible for driving the activity and results for the sellers within your assignment comprising of Electronic Systems Sales Reps (ESSRs) and Sprinkler Sales Reps (SSRs). The Fire Construction Sales Manager is skilled at strategic selling in the construction space, understands the key influencers and the construction purchasing process, and develops the selling skills of their sellers.
- The Fire Construction Sales Manager is responsible for understanding market potential, key construction projects, represents JCI in construction industry events, and engages above the branch support resources to best position to win. This position will work closely with the Owner Sales Managers to cover the end user stakeholders on key construction projects and ensure best strategic selling practices are applied.
- Leads and projects from McGraw Hill and other construction lead sources will be used to grow market share within assigned markets. The Fire Construction Sales Manager will apply JCI Sales Management Disciplines to develop sales people and recruit/hire new talent.
- Coaching: This role must provide coaching and development of sellers through observed and unobserved calls, and create meaningful development goals that help the sellers close gaps and prepare them for future leadership roles in the organization.
How you will do it- Responsible for sales plan achievement of assigned geographic area
- Manage the day-to-day high volume activities of a sales team ensuring JCI meets or exceeds customer and sales goal expectations.
- Partner with Market General Manager to develop sales strategies, negotiate contracts and execute pricing strategy to develop new business and maintain existing business.
- Review and monitor sales performance, and refine sales strategies as required ensuring employee successfully meets assigned goals and objectives.
- Ensure the sales force receives coaching and training on the technical aspects of the organization's products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
- Create and drive local sales strategy in alignment with enterprise programs and strategies.
- Build hire, develop and align a high-performing team
- Focus on high level customer (internal and external) networking and drive growth through collaboration and customer success.
- Develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations
- Direct sales forecasting activities and set performance standards in alignment with assigned objectives.
- Conduct regular "ride along" sessions with employees to coach, mentor, and meet with key clients to assist sales representatives with building and strengthening relationships, skills and negotiating and closing new business.
- Responsible for administering, communicating and complying with all company policies and procedures, whether formally or informally communicated.
What we look forRequired- College Degree in Business, or equivalent experience OR Equivalent 5 years Industry leadership experience.
- Five or more years of experience in the Fire Safety industry
- Minimum of 5 years sales experience, including 3 years of field sales management experience in a business to business environment, or successful management of another sales channel.
- Demonstrated skills, ability and comfort managing a high volume/transaction sales team.
- Comfortable leading and working in teams, experienced at project management and successful selling at all customer levels.
- Able to create and develop solutions to customer needs while meeting objectives.
- Committed to developing and organizing a multi-talented team.
- Excellent communication and team building skills with a strong understanding of inter-departmental relations.
- Proven time management skills, prioritization and delivery against deadlines.
- Experience in managing a team through a transition or significant organizational change
Salary Range: HIRING SALARY RANGE: $111,100-$173,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package.
For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
