Vice President, Global Commercial

The Opportunity

As Vice President, Global Commercial, you will serve as the enterprise leader responsible for designing, implementing, and continuously improving Johnson Controls' global commercial playbook system. You will partner closely with regional commercial leaders, Finance, HR, Total Rewards, Sales Leadership, Pricing, and Operations teams to create standards and governance that enable predictable and repeatable commercial success.

This role is highly visible and influential, requiring exceptional leadership in a complex global matrix environment.

What You Will Do

Own the Global Commercial Playbook System

Lead the development and continuous evolution of Johnson Controls' global commercial operating model, establishing the standards, processes, governance, and tools that drive commercial excellence worldwide.

Drive Sales Productivity & Commercial Enablement

• Establish global standards that increase selling time and improve field execution.
• Develop scalable commercial playbooks, enablement programs, and leadership routines.
• Drive consistency across sales processes and frontline management practices.

Lead Global Commercial Planning

• Own the enterprise framework for quota planning and sales incentive governance.
• Partner with Finance and HR/Total Rewards to ensure accurate, efficient, and compliant execution.
• Drive planning discipline through robust governance and operating rhythms.

Standardize Commercial Rhythms & Performance Management

• Define and institutionalize standard work across forecasting, pipeline reviews, planning cycles, and performance management.
• Capture and scale best practices from top-performing regions.
• Build mechanisms that promote accountability and continuous improvement.

Enhance Pipeline Management & Sales Effectiveness

• Establish global standards for sales process execution, funnel management, and forecasting rigor.
• Drive CRM adoption, data quality, and pipeline governance.
• Enable advanced conversion analytics and performance visibility.

Accelerate Productivity & Transformation

• Lead enterprise-wide commercial productivity initiatives.
• Sponsor Lean, business system, and continuous improvement programs that enhance efficiency and effectiveness.
• Reduce friction across commercial processes while improving customer outcomes.

Partner Across Regions & Functions

• Align the Americas, EMEA, and APAC commercial organizations around common operating standards.
• Influence executive stakeholders and regional leaders through governance, collaboration, and shared accountability.
• Foster a culture of learning, innovation, and commercial excellence.

Drive Performance Transparency

• Establish global KPI frameworks, dashboards, and analytics standards.
• Create visibility into commercial performance and adoption metrics.
• Enable data-driven decision making across the enterprise.

What You Bring

Required Experience

• 15+ years of progressive leadership experience in commercial operations, commercial excellence, sales leadership, revenue operations, sales enablement, or go-to-market strategy.
• Demonstrated success designing and scaling commercial operating models in large, complex global organizations.
• Proven ability to build playbooks, governance frameworks, performance systems, and commercial processes that drive measurable business impact.
• Experience leading enterprise transformation and continuous improvement initiatives.
• Strong partnership experience with Finance and HR/Total Rewards related to quota planning, sales compensation, and performance management.
• Bachelor's degree required.

Preferred Leadership Profile

You are:

• A commercial operating model architect who can scale best practices globally.
• A transformation leader who thrives in complex, matrixed environments.
• A strategic thinker who can translate vision into disciplined execution.
• A builder of systems, governance, and commercial capabilities.
• A trusted executive partner who influences without direct authority.
• Passionate about continuous improvement and operational excellence.

What We Value

Influence Without Authority

Ability to align and inspire teams across a matrixed organization through collaboration, credibility, and leadership.

Transformational Leadership

A proven track record of driving meaningful change that accelerates growth and improves performance.

Executive Communication & Storytelling

Exceptional ability to communicate strategy, engage stakeholders, and bring clarity to complexity.

Continuous Improvement Mindset

Passion for simplifying processes, improving outcomes, and building scalable solutions.

Johnson Controls Values

Leaders who embody our commitment to:

• Focus on What Matters
• Win as One Team
• Own the Outcome
• Improve Every Day

HIRING SALARY RANGE: $245,000 - $383,000. Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. 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 About us - Johnson Controls Careers