Area Service Sales Leader- Lakes & Ohio Valley

Area Service Sales Leader

Johnson Controls is a global leader in smart, healthy, and sustainable buildings. In this enterprise leadership role, you will help shape HVAC service sales execution across one of seven North America Areas and translate strategy into local market action.

You will partner closely with Area and market leaders to accelerate profitable service volume growth, recurring revenue, customer retention, and service attachment. This is an influence-based role without direct reports, focused on aligning front-line leaders, coaching teams, and creating clear execution discipline across the Area.

The Area Service Sales Leader serves as the connective point between North America service strategy and local market execution. You will work with the Area VP, Area Sales Leader, Area Service Leader, Market General Managers, front-line sales leaders, service operations, and service enablement teams to ensure the Area has the priorities, rhythms, and capability needed to deliver annual service growth targets.

• Translate North America and Area service growth strategy into clear market priorities, execution plans, and performance expectations.
• Deliver the Area operating plan for service volume, revenue, margin, recurring revenue, retention, and service attachment.
• Ensure service growth priorities are executable at the market level through role clarity, standard work, defined sales motions, and visible accountability.
• Diagnose performance gaps by market, customer segment, seller, offering, and funnel stage, then align corrective actions with local and Area leaders.
• Lead a consistent weekly, monthly, and quarterly service sales management cadence across the Area.
• Drive pipeline sufficiency by line of business and improve opportunity quality, stage discipline, conversion, velocity, aging, and CRM adoption.
• Strengthen forecast accuracy and use performance data to identify risks, remove barriers, and scale best practices.
• Build relationships with strategically important customers and executive stakeholders to shape opportunities and accelerate growth.
• Drive new planned service agreement bookings, renewal and retention performance, recapture of the installed base, and lifecycle value selling.
• Partner with systems sales and service operations to increase service attachment at the point of sale and across the customer lifecycle.
• Coach and enable Market General Managers, front-line sales leaders, and service sales teams through influence rather than direct authority.
• Support onboarding, sales methodology adoption, account planning, opportunity coaching, performance inspection, and leadership standard work.
• Assess seller capacity, coverage, productivity, and capability needs and recommend targeted resource or development actions.
• Act as the service sales coordination point among the Area VP, Area Sales Leader, Area Service Leader, local market leaders, and functional partners.
• Partner with service operations to align growth ambition, customer commitments, labor capacity, solution quality, and execution readiness.
• Collaborate with Service Sales Enablement to drive strategy adoption and commercial execution across the Area.
• Lead adoption of service sales motions, programs, tools, and standard operating procedures across local markets.

• Own outcomes with accountability, safety, and integrity by setting clear expectations, following through on commitments, and reinforcing disciplined execution across the Area.
• Stay close to the work and remove obstacles for customers by using market data, field insight, and direct leader engagement to solve issues quickly and keep growth plans executable.
• Improve every day through candor, continuous improvement, and structured problem solving by inspecting performance, challenging assumptions, and turning gaps into practical actions.
• Win as one team by building trust across sales, service operations, enablement, and branch leadership, and by using diverse perspectives to strengthen decisions.
• Use CRM data, pipeline reviews, account plans, and forecast discussions to create visibility and focus on the right opportunities.
• Coach leaders on…