Role OverviewThis position combines channel management, technical product support, and disciplined sales execution. You will partner with rep firms, direct offices, consultants, owners, contractors, and internal teams to expand market share, strengthen product positioning, and support opportunities from early specification through quotation, launch, and ongoing account development.
Key Responsibilities- Develop and execute strategic plans to grow sales through independent manufacturer representative firms and JCI Direct Offices for FCU, VAV, and BCU/AHU products.
- Build strong, trusted relationships with sales management and ownership at each rep firm.
- Monitor AHRI market share and establish action plans to meet or exceed share targets.
- Lead revenue and business reviews with rep firm sales management and principals, then adjust plans and selling strategies based on results and market conditions.
- Deliver detailed product training for FCU, VAV, and BCU solutions, including software selection training on Solution Navigator.
- Support rep salespeople in achieving Basis of Design for JCI products in project mechanical specifications.
- Provide technical product presentations, lunch and learns, and other field-facing support to consulting engineers, owners, and contractors.
- Support new product launches and encourage adoption in the field.
- Represent JCI branded products at trade shows and industry events as needed.
- Analyze the local competitive landscape and develop targeted plans to remove barriers and increase product sales.
- Share competitive insights and product feedback with Product Management to help strengthen differentiation and address market needs.
- Support project quotation by reviewing plans and specifications and developing an appropriate bill of material.
- Prepare a monthly rolling 6-month revenue forecast and support annual sales quota development.
- Continuously evaluate market conditions and rep performance to ensure alignment with the right channel partner.
- Use Salesforce to maintain customer business plans, goals, objectives, strategic initiatives, action plans, and project entries for larger quoted opportunities.
How You Will Do ItYou will own outcomes with accountability, accuracy, safety, and integrity.
You will stay close to the work by spending time with rep firms, direct offices, consultants, owners, and contractors to understand project needs and remove obstacles.
You will use regular business reviews, pipeline visibility, and candid market feedback to make timely adjustments and keep revenue on track.
You will improve every day by turning wins, losses, and competitive insight into better selling strategies and stronger product input.
You will win as one team by working closely with sales, product management, and operations to support launches, forecasts, and customer opportunities.
Qualifications- Bachelor's degree in mechanical engineering or engineering technology.
- 5-10 years of HVAC experience in Design/Build, Design/Assist, and Plan & Specification markets.
- At least 5 years of experience developing and managing a sales plan and successfully delivering revenue goals.
- At least 5 years of technical sales and marketing experience.
- Strong working knowledge of FCU and VAV products, with a deep understanding of blower coil units, fan coil units, VAV terminals, and BCU/AHU products.
- Experience supporting or leading third-party independent representative sales channels and Direct Offices.
- Knowledge of UL and ETL listing agencies.
- Experience supporting a manufacturing facility and collaborating across internal teams.
- Ability to deliver polished presentations and confidently influence medium-sized audiences.
- Strong experience using Salesforce to manage customer plans, project opportunities, and forecasting activity.
- Proficiency with Excel, Word, and PowerPoint.
Nice to Have- MBA degree.
- Experience delivering technical product presentations, lunch and learns, and trade show support.
- Experience supporting project quotation, Basis of Design efforts, and competitive positioning in the field.
- Familiarity with Solution Navigator or similar selection tools.
Why Join UsAt Johnson Controls, you will have the opportunity to work with a collaborative team, support meaningful customer outcomes, and build your expertise in a highly visible regional role. We offer competitive salary, paid vacation/holidays/sick time, a comprehensive benefits package including 401(k), medical, dental, and vision care, company car, on-the-job and cross-training opportunities, and a strong commitment to safety through our Zero Harm culture. If you are ready to grow market share, strengthen channel partnerships, and make a measurable impact, we invite you to apply.
HIRING SALARY RANGE: $113,000 to $176,000 Salary Range: (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 volume and margin on a project, quarterly, and annual basis. This position includes a
competitive benefits package. The posted salary range reflects the target compensation for
this role. However, we recognize that exceptional candidates may bring unique skills and
experiences that exceed the typical profile. If you believe your background warrants
consideration beyond the stated range, we encourage you to apply. To support an efficient
and fair hiring process, we may use technology assisted tools, including artificial intelligence
(AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by
human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers
site at https://jobs.johnsoncontrols.com/about-us
