HVAC Owner Sales Manager
8 - 10 years experience • Professional, Scientific & Technical Services
What you will do
Under general direction, leads the Owner directed sales organization by executing sales strategies to achieve profitability, growth and market penetration. Develops and directs local market sales leaders across the Northwest Area and the Owner sales force in selling service offerings including planned service agreements, controls, fire, and mechanical retrofits, O&M, and labor and materials to the local Controls, Fire and Mechanical Owner direct market. Develops and delivers Area secured Owner sales and margin plan for all Lines of Business for the assigned geography. Responsible for hiring, coaching, & developing sales leaders and front line representatives consistent with Sales Management Disciplines. Controls selling expenses and manages resources to improve profit position. Establishes and maintains long-term relationships with strategically important Customers to influence opportunities. Sets the standard for professionalism within the sales team, building and maintaining a high-performance team able to grow market share through a commitment to customer satisfaction, quality and an understanding of the business environment and local community. Represents Johnson Controls as an Area leader for customers, employees and within the community.
How you will do it
Manages assigned BSNA (Building Solutions North America) local market sales leaders to maximize secured sales, return on assets, revenue, and growth objectives.
Increases market penetration in local BSNA business by securing new customers and expanding the scope of the existing customer base business at key, target, managed and maintained owner accounts. Manages qualification and assessing potential customers and opportunities. Consistently seeks to expand the scope of business with owners. Ensures the development and maintenance of Account Plans with all appropriate accounts.
Analyzes markets and current business performance. Develops growth strategies for sales and operations teams consistent with Area and BSNA business mission and objectives. Understands the business environment of local markets including competition, purchasing and business trends.
Establishes and drives local territory account management consistent with BSNA & Area strategic direction and assigns key and target accounts.
Builds and fosters a team environment within and across geographies. Solicits support from and communicates effectively with internal staff.
Evaluates Johnson Controls local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues and allocates resources as needed to ensure customer expectations are met.
Participates as the management team representative on strategically important target accounts. Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities.
Working with the Area Management Team and Local Market Leaders, ensures company standards, processes, and tools are used and applied. Ensures the development and training of the sales workforce on established processes, tools, and standards.
Fosters teaming environment between the different selling segments to maximize all our resources in the geography.
Ensures adherence to company policies, procedures, and strategic initiatives regarding human resource management.
Executes the sales staffing plan for the Area & local geographies. Working with the local sales leaders, recruits, hires, and retains BSNA sales force. Prepares and delivers clear performance expectations, performance reviews and development plans for direct reports teaming with the appropriate matrix functional manager. Ensures a consistent level of coaching to sales leaders, which includes: monthly ‘one-on-one(s)’, pipeline reviews, field opportunity reviews, and financial reviews.
Ensures compliance with state, local and federal legal requirements and leads the local office with the highest business ethics.
Represent Johnson Controls as a leader in the local community. Participates in local industry and community activities (trade shows, college recruiting, professional organizations, etc.)