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: $106,600-165,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This position includes a competitive benefits pac age. 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 warants 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.
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