What you will doThe
Regional Sales Manager is responsible for driving revenue growth, strengthening market presence, and leading a multi-channel sales ecosystem across Canada. This role oversees Area Sales Managers, manufacturer representative firms, dealer and distribution partners, end users, and specifiers/consultants. This leader will develop and execute strategic sales initiatives, influence specification-driven opportunities, and ensure alignment across direct and indirect sales channels to exceed regional performance targets.
How You Will Do ItRegional Sales Strategy & Execution- Develop and execute regional sales strategies to achieve and exceed revenue and margin targets.
- Analyze market trends, competitive dynamics, and customer opportunities to expand market share.
- Own forecasting, pipeline management, and reporting; provide accurate updates on performance and market conditions.
- Establish and monitor key performance metrics across all sales channels.
Leadership & Team Development- Lead, coach, and develop a team of Area Sales Managers and indirect sales resources.
- Drive accountability and performance aligned to regional goals.
- Foster a high-performance, results-oriented culture.
- Support recruiting, onboarding, and ongoing talent development.
Manufacturer Representative Leadership- Lead and manage manufacturer representative firms to meet or exceed sales targets.
- Ensure representatives are trained, enabled, and aligned with organizational strategy.
- Evaluate performance and optimize regional coverage and engagement.
Channel & Partner Management- Strengthen relationships with dealers, distributors, and third-party partners.
- Identify and onboard new channel partners to expand market coverage.
- Drive partner enablement through training, joint business planning, and demand generation.
- Ensure consistent execution and brand representation across all partners.
End User, Specifier & Consultant Engagement- Build and maintain relationships with end users, consultants, and the A&E community.
- Influence project specifications early in the sales cycle to drive long-term demand.
- Support complex, multi-stakeholder opportunities and strategic accounts.
Industry Presence & Market Development- Represent Johnson Controls at regional industry events, trade shows, and customer engagements.
- Enhance brand visibility and strengthen regional market relationships.
Cross-Functional Collaboration- Partner with Marketing, Customer Service, Product Management, Engineering, and other internal teams.
- Provide field insights to inform product strategy and business decisions.
What We Look ForRequired Qualifications- Bachelor's degree in Business, Marketing, Engineering, or related field (MBA preferred).
- 10+ years of progressive sales experience, including regional or multi-state leadership.
- Proven track record of exceeding sales targets.
- Experience leading manufacturer representative firms and indirect sales channels.
- Strong background in dealer, distributor, and end-user relationships.
- Demonstrated ability to build executive-level relationships.
- Excellent communication, negotiation, and presentation skills.
- Self-directed, highly motivated, and results-oriented leader.
Preferred Qualifications- Experience in security products, video surveillance, access control, or related technologies.
- Experience in specification-driven sales environments.
- Established professional network within Canada.
- Demonstrated success in sales leadership roles.
HIRING SALARY RANGE: $- (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. 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.
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