Sales Director, Major Projects

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.

Under general direction, directs BSNA North America Major Projects Sales Account Executives (MPAE’s) and National Systems Sales Account Executives. Provide leadership, strategy development, and coaching to optimize growth and increase market share of Major Projects construction sales and JCI systems offerings within National Accounts. Develop and execute sales strategies, processes, and tools to achieve sales objectives and increase market share. Works with regional sales managers to drive complex construction sales strategies and sales management disciplines in conjunction with regional management teams.

Expertise in selling connected outcomes, differentiating offerings from competitors, and understanding the sales process. Lead the development and execution of sales strategies, programs, processes, and tools to achieve the sales objectives. Drives the development and coaching of the value proposition, accountability for pipeline growth, and area collaboration. Understands bidding/proposing/negotiating, contract review of all contract types, DOA approval processes, and all financial aspects of selling, booking, and executing the MP business.

• Leadership responsibilities for assigned BSNA Metro Markets as aligned by Regional Vice Presidents Portfolio, managing associated MPAE’s with assigned Metro Markets.
• Accountable for Regional Management Team (RMT) collaboration, Sales Management Disciplines, and profitable growth.
• Leads the strategic and financial planning process for MP in assigned Areas in conjunction with AMT partners, ensuring alignment and clarity in organizational goals.
• Leads the monthly/quarterly/annual planning and forecasting/reporting process with AMT participation, fostering a culture of continuous improvement through structured feedback and strategic adjustments.
• Responsible for all portfolio MP leading indicators, including Sales Force, Forecast Block management, YoY pipeline growth, etc., demonstrating ownership of outcomes through consistent tracking and accountability mechanisms.
• Responsible for all portfolio MP lagging indicators including secured to plan, YoY growth, sales productivity, and price.
• Responsible for all HR functions for assigned MPAEs including My Voice, Vital Values, and Safety programs.
• Coach sellers, with minimal supervision, to provide JCI offerings persuasively, persistently, and confidently to owners, contractors, and consultants at the C-level while reaching optimal profit levels.
• Teach sellers to adapt to the client's operational and environmental objectives, needs, and requirements. Recommends solutions and links client objectives to total value solution and competitive advantage throughout the building life cycle. Leverages JCI technical and financial internal subject matter experts to provide insight and customized offerings and applications of JCI solutions for client’s specific needs. Applies knowledge of competitors' business strategies, offerings, and solutions to favorably differentiate JCI offerings in the marketplace.
• Develops the advanced solutions construction market value proposition, continuing to identify tangible outcomes to improve the value proposition tailored to vertical markets and specific buyers in the local markets, ensuring alignment with customer needs and market demands.
• Participates in (or leads) team-led Customer Showcase visits and other customer engagement activities with responsibility for C-level relationship management with key customers. Excellent presentation and facilitation skills required.
• Becomes a subject matter expert in positioning JCI Technology Solutions for the construction market, including team-selling complex, multi-scope, integrated technology packages with digital and/or financial solutions to the construction buyer.
• Understands the booking/approval process for all contract types including all DOA requirements for pre-bid, pre-book, LOI, and contract conversion activities. Knows how to navigate upstream/downstream management chain and cross-domain leadership engagement activities on team-selling multi-domain complex projects.
• Actively participates in industry professional groups and speaking engagements (i.e., AGC, ASHE, DBIA, USGBC, AIA, etc.). Obtains a board position in at least one of these groups.