HVAC Sales 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.

Under general direction, lead the HVAC business by executing sales strategies to achieve profitability, growth and market penetration.

Develop and direct the construction and service sales team in selling offerings including planned service agreements, controls and mechanical retrofits, O&M agreements, plan and spec construction controls projects, and labor and material repairs in central Indiana.

Develop and deliver the branch secured sales and margin plan for all Lines of Business for the assigned geography.

Responsible for hiring, coaching, and developing sales people consistent with Sales Management Disciplines.

Oversee sales team expenses and manage resources to improve profit position.

Establish and maintain long-term relationships with strategically important customers to influence opportunities.

Set 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.

Represent Johnson Controls as local leader for customers, employees and within the community.

Manage assigned Building Technologies & Solutions sales portfolio to maximize secured sales, return on assets, revenue, and growth objectives.

Increase market penetration in local Building Technologies & Solutions business by securing new customers and expanding the scope of the existing customer base business at key, target, managed and maintained owner accounts.

Manage qualification and assessment of potential customers and opportunities.

Consistently seek to expand the scope of business with customers.

Ensure the development and maintenance of Account Plans with all appropriate accounts.

Analyze the market and current business performance.

Execute growth strategies for sales and operations teams consistent with branch and Building Technologies & Solutions business mission and objectives.

Understand the business environment of local markets including competition, purchasing and business trends.

Accountable for integration of sales and operational team activity within assigned staffing geography.

Establish and drive local territory account management consistent with North America and Region strategic direction and assign key and target accounts.

Build and foster a team environment within and across geographies.

Solicit support from and communicate effectively with internal staff.

Evaluate Johnson Controls local performance in customer satisfaction and provide leadership for performance enhancement and proactive resolution of issues and allocate resources as needed to ensure customer expectations are met.

Participate as the management team representative on strategically important target accounts.

Establish and maintain personal long-term customer relationships with strategically important accounts to influence opportunities.

Review bids and estimates for accuracy and oversee bid preparation and operational review meetings.

Work with the Branch Management Team to ensure company standards, processes, and tools are used and applied.

Ensure the development and training of the sales workforce on established processes, tools, and standards.

Work with the Branch and Area team to provide accurate sales forecasting and hold sales team accountable to forecasts and outlook.

Foster a teaming environment between the different selling segments to maximize all our resources in the geography.

Lead by example when working with solutions, systems and service operations team members.

Consistent with the branch business plan, provide sales focus and set aggressive individual and team goals.

Ensure adherence to company policies, procedures, and strategic initiatives…