HVAC Sales Manager

HVAC Sales Manager

Under general direction, leads the HVAC business by executing sales strategies to achieve profitability, growth and market penetration. Develops and directs the Salesforce in selling offerings including system installations, planned service agreements, controls and mechanical retrofits, O&M, and labor and materials to the local Controls and Mechanical service market.

Develops and delivers the branch secured sales and margin plan for all Lines of Business for the assigned geography. Responsible for hiring, coaching, & developing sales people consistent with Sales Management Disciplines. Controls selling expenses and manages resources to improve profit position. Establishes and maintains long-term relationships with strategically important Customers to influence opportunities.

Sets the standard for professionalism within the sales team, building and maintaining a high-performance team able to grow market share through a commitment to customer satisfaction, quality and an understanding of the business environment and local community. Represents Johnson Controls as local leader for customers, employees and within the community.

Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines. Personally establishes and maintains long term customer relationships with key and target owners, architects, consulting engineers and contractors to influence opportunities. Through active leadership participation in the local community and professional organizations, maintains an understanding of the business environment (i.e. legislative, purchasing, and market trends).

How you will do it

• Leads account assignments to the Systems sales team to ensure secured sales performance to plan.
• Responsible for top-line growth of revenue as well as meeting growth objectives around gross margin and EBIT. Also responsible for meeting plan objectives regarding trade working capital (TWC).
• Provides accurate and timely forecasting of sales and the corresponding allocation of sales support resources
• Practices performance management by setting clear goals, investing personal time in employee development, actively mentoring Ensures adherence to Company policies, procedures, and central initiatives regarding human resource management.
• Increases market penetration in local Systems business by securing new customers and growing the scope of the existing customer base with owner, architectural engineer and mechanical consultants and contractor accounts. Ensures the development and maintenance of Account Plans with all key and target accounts. Ensures the development of new business and demonstrates an understanding of the various channels in the market and how they inter-relate with the Branch business.
• Facilitates training and ensures support resources are in place to develop salespersons capable of selling the full scope of bundled offerings available.
• Develops strategies for the local sales team consistent with Building Efficiency mission and objectives. Understands the business environment of branch markets including competition, purchasing and business trends. Accountable for integration of construction sales team activity within assigned staffing geography.
• Evaluates Johnson Controls' local performance in customer happiness and provides leadership for performance improvement and proactive resolution of issues.
• Participates as the management team representative on strategically meaningful key accounts. Establishes and maintains personal long-term customer relationships with strategically meaningful accounts to influence opportunities.
• Owns and handles the sales staffing plan for the assigned local geography. Working with the Regional HR and Talent Acquisition team to recruit, hire, and retain Systems sales and sales support staff to plan.
• Ensures compliance with state, local and Federal legal requirements and operates the local office with the highest business ethics.

What we look for

Required

• Eight to ten years of multifaceted sales and/or operational experience in building systems.
• Three years of experience in a lead or supervisory role with responsibility for the efficiency or development of others.

Preferred

• Degree in Business, Marketing or Equivalent Experience
• Proven track record to relate to people at all levels, and to communicate both on a technical and non-technical basis

HIRING SALARY RANGE: $120k--185k (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…