Sales Director, Major Projects

Advance your career with the Johnson Controls team!

As a global leader in smart, healthy, and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places, and the planet. Join a diverse and inclusive team that empowers you to build your best future! Our teams are strategically positioned to support a multitude of industries across the globe. You will have the opportunity to grow and develop through meaningful work projects and learning opportunities. We are committed to fostering an environment that supports the physical, financial, and emotional wellbeing of all employees. Become a valued member of the Johnson Controls family and thrive in a company culture that values your unique voice and ideas – your next great opportunity is just a few clicks away!

We recognize that a fulfilling career is supported by your overall wellbeing. That's why we offer a comprehensive benefits package designed to support you in multiple aspects of life, including:

• Competitive salary

• Generous paid vacation, holidays, and sick time - 15 days of vacation in your first year to promote work-life balance

• Comprehensive benefits package, including 401K, medical, dental, and vision care, available from day one

• An encouraging and collaborative team environment that values diverse perspectives and fosters innovation

• On-the-job and cross-training opportunities

• A strong commitment to safety through our Zero Harm policy, ensuring a safe and secure workplace for all employees

• JCI Employee discount programs (The Loop by Perk Spot)

• Check us Out: A Day in the Life of the Building of the Future

Become part of a culture that celebrates your achievements and encourages your voice and ideas. Your next great opportunity for advancement is right at your fingertips! Take the initiative to explore your potential and embark on an exciting career journey with Johnson Controls.

What you will do

Under general direction, directs BSNA North America Major Projects Sales Account Executives (MPAE’s) and National Systems Sales Account Executives.  Provide leadership, strategy development and coaching to optimize growth and increase market share of Major Projects construction sales and JCI systems offerings within National Accounts.  Develop and execute sales strategies, processes, and tools to achieve sales objectives and increase market share.  Works with regional sales managers to drive complex construction sales strategies and sales management disciplines in conjunction with regional management teams.   Expertise in selling connected outcomes, differentiating offerings from competitors and understanding the sales process.  Lead the development and execution of sales strategies, programs, processes, and tools to achieve the sales objectives.  Drives the development and coaching of the value proposition, accountability for pipeline growth and area collaboration. Understands bidding/proposing/negotiating, contract review of all contract types, DOA approval processes and all financial aspects of selling, booking and executing the MP business.

How you will do it

• Leadership responsibilities for assigned BSNA Metro Markets as aligned by Regional Vice Presidents Portfolio and manages associated MPAE’s with assigned Metro Markets.

• Accountable for Regional Management Team (RMT) collaboration, Sales Management Disciplines and profitable growth.

• Leads the strategic and financial planning process for MP in assigned Areas in conjunction with AMT partners.

• Leads the monthly/quarterly/annual planning and forecasting/reporting process with AMT participation.

• Responsible for all portfolio MP leading indicators, including Sales Force, Forecast Block management, YoY pipeline growth, etc.

• Responsible for all portfolio MP lagging indicators including secured to plan, YoY growth, sales productivity and price. 

• Responsible for all HR functions for assigned MPAEs including My Voice, Vital Values and Safety programs.

• Coach sellers, with minimal supervision, to provide JCI offerings persuasively, persistently, and confidently to owners, contractors, and consultants at the C-level while reaching optimal profit levels.

• Teach sellers to adapt to the client's operational and environmental objectives, needs and requirements. Recommends solutions and links client objectives to total value solution and competitive advantage throughout the building life cycle. Leverages JCI technical and financial internal subject matter experts to provide insight and customized offerings and applications of JCI solutions for client’s specific needs.  Applies knowledge of competitor’s business strategies, offerings, and solutions to favorably differentiate JCI offerings in the marketplace. 

• Develops the advanced solutions construction market value proposition, continues to identify tangible outcomes to improve the value proposition tailored to vertical markets and specific buyers in the local markets.

• Participates in (or leads) team-led Customer Showcase visits and other customer engagement activities with responsibility for C-level relationship management with key customers. Excellent presentation and facilitation skills required.

• Becomes a subject matter expert in positioning JCI Technology Solutions for the construction market, including team-selling complex, multi-scope, integrated technology packages with digital and/or financial solutions to the construction buyer.

• Understands the booking/approval process for all contract types including all DOA requirements for pre-bid, pre-book, LOI and contract conversion activities. Knows how to navigate upstream/downstream management chain and cross-domain leadership engagement activities on team-selling multi-domain complex projects. 

• Actively participates in industry professional groups and speaking engagements (i.e., AGC, ASHE, DBIA, USGBC, AIA, etc.  Obtains a board position in at least one of these groups.

What we look for

Required

• Bachelor’s degree in engineering, marketing, a related field or equivalent experience,

• Minimum ten years of experience in construction marketing and sales, including eight to ten years of sales or marketing management experience, direct sales experience and sales management experience. 

• Demonstrated knowledge of the construction marketplace, financial reporting and relationships with key players in the construction market.

• Excellent initiative, and interpersonal communications skills.

• Ability to travel 50% (North East; virtually located position)

Preferred

• Master’s degree preferred. 

Salary Range: HIRING SALARY RANGE: $145,000-218,000(Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role 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 

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Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.