Control Products Channel Account Manager

About us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. For more than 140 years, Johnson Controls has delivered performance where it really matters.

Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

The BAS Controls Channel Account Manager will drive product revenue and margin growth while achieving established sales plans and objectives through the Building Solutions North America (BSNA) channel. You will support the sales of the complete Johnson Controls product portfolio with a focus on the innovative Metasys building automation system. You will apply and promote the sales process to cultivate and maintain long‑term relationships, seeking new sales opportunities.

This role involves representing the Global Products (GP) product and technology offerings during the sales process to the BSNA channel and end customers, working with the channel to roll out new product offerings, and ensuring that they are trained on product features, value propositions, and pricing. You will also be responsible for delivering revenue and margin targets for assigned BSNA channel accounts while establishing and maintaining key internal and external relationships.

Sell, support, and service customers within your aligned accounts to drive product revenue and margin, providing customer support on Johnson Controls' Building Control products, features, value proposition, pricing, and materials. Partner with key and targeted customers to achieve optimal sales results. Recommend tailored product solutions. Utilize Johnson Controls product offerings to differentiate from competitors based on the overall benefits of doing business with Johnson Controls.

Act as the customer advocate to identify and address concerns. Utilize Playbooks with assigned accounts to conduct quarterly strategic account review sessions, ensuring customers execute appropriate actions towards the co‑developed sales plans to achieve sales objectives. Collaborate and communicate with key stakeholders including Branch GM, Sales Management, Account Executives, Project Managers, Lead System Specialists, and System Operations Specialists. Support project teams in pre‑bid strategy, scope review, and offering expansions.

Influence change management within the customer environment. Ensure top‑line revenue and margin growth within your accounts, supporting BSNA channel growth objectives by analyzing market performance. Provide accurate monthly sales forecasts and communicate any necessary sales support. Develop annual volume and growth objectives for assigned accounts. Engage actively in regional or local industry associations such as ASHRAE, HARDI, ARI, CGNA, etc.,

and participate in trade shows. Work with Product Management and Engineering to provide customer feedback on product features and enhancements. Conduct competitive analyses of the local market and obtain technical assistance when necessary, as well as market development support.

• Required Bachelor's degree in Engineering, Business, Marketing, or equivalent experience.
• 6+ years of progressive, direct sales experience, in the Commercial HVAC/Controls or related technical Construction industry.
• Excellent presentation and communication skills.
• Able to travel up to 50% of the time within Northeast Region.

Salary Range: HIRING SALARY RANGE: $97, (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…