Area Sales Manager - Sustainable Infrastructure

What you will do

The Area Sales Manager, Sustainable Infrastructure will report directly to the Area General Manager and cover 11 states in the Southeast United States. You will manage a team of 4‑6 Account Executives to deliver large, complex, bundled infrastructure and energy improvement solutions to the Public Sector, Higher Education, and State Government markets. Your primary focus will be on meeting planned annual secured sales and gross margin goals while driving pipeline acceleration and team development.

• Develop and execute innovative sales strategies at the C‑level to address business, infrastructure, and financial challenges.
• Build and maintain partnering relationships with economic buyers, owners, and decision‑making representatives.
• Manage the full sales cycle: prospect, qualify, negotiate, and close high‑volume opportunities using financial agreements.
• Lead the team through regular checkpoints, accelerating the process from Target to Close and ensuring milestone delivery.
• Co‑create and implement sales and marketing plans, providing coaching, training, and performance feedback.
• Represent the customer’s interests within the organization, advocating for optimal value and service delivery.
• Utilize sales tools such as Salesforce, Target Account Selling (TAS), Altify, and Hurdles to Close to track progress and generate opportunities.

• Bachelor’s degree in business or a related discipline.
• Minimum of 5 years of progressive field sales experience at the C‑level and an additional 5 years of sales management experience.
• Deep understanding of the Public Sector, Higher Education, and State Government vertical markets.
• Proven ability to sell outcome‑based solutions and influence key decision makers.
• Excellent initiative, interpersonal communication, and leadership skills.
• Willingness to travel 25–50% of the time.

Johnson Controls is an equal‑employment‑opportunity and affirmative‑action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and require an accommodation, please visit

HIRING SALARY RANGE: $141,900 – $213,300. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. Exceptional candidates with unique skills may be considered for a higher contribution.