Sales Director, Security National Accts

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.

What you will do

Johnson Controls is a global organization that helps customers strengthen security performance through trusted solutions, strong execution, and collaborative partnerships. In this role, you will help shape growth strategy, influence customer outcomes, and support the operational success of the Security National Accounts organization.

As the Sales Director, Security National Accts, you will lead the development and execution of a strategic business plan focused on growth initiatives for the Security business. You will use market insight, customer relationships, and cross-functional leadership to identify opportunities, strengthen account performance, and support profitable growth across national accounts.

• Lead the development and execution of the Security business plan with a clear focus on growth, profitability, and customer value.
• Use market data, industry trends, and competitive insight to identify opportunities that highlight Johnson Controls strengths.
• Manage a team of National Account Managers supporting Security customers and agencies.
• Build and maintain strong relationships with customer leadership, branch offices, and internal stakeholders.
• Oversee subcontractor partnerships to support efficient and profitable operations.
• Establish KPIs and reporting metrics that create focus across aligned business units and growth priorities.
• Drive customer account planning, including customer satisfaction review, market intelligence gathering, and follow-through on action items.
• Partner with Product Management to define requirements and support Solution Set roadmaps.
• Develop market-based pricing approaches informed by customer needs and price sensitivity analysis.
• Support and refine the global marketing strategy for integrated solutions.
• Define and communicate the value proposition using research on customers, buying influences, market conditions, competitors, products, pricing, and costs.
• Own the operating rhythm for the national accounts security business with accountability for growth, customer outcomes, and financial performance.
• Stay close to customers, branch teams, agencies, and subcontractors so you can remove obstacles quickly and keep work moving.
• Use market data, pricing analysis, and customer feedback to sharpen account strategy and improve decision-making.
• Coach through clear KPIs, candid feedback, and effective training so the team improves every day.
• Win as one team by aligning Product Management, branch offices, suppliers, and internal partners around shared priorities and integrated solutions.
• Translate research and market insight into a clear value proposition that helps customers achieve their desired business outcomes.

What we look for

Required

• Bachelor’s degree in business or technical field or equivalent professional experience.
• Ten (10) years general experience in management with at least five (5) year as Program Manager of a National Accounts program.
• Ability to travel (