Head of Service Sales - Global Marine & Navy

Head of Sales – Global Marine & Navy

Leading Service Sales with Integrity and Impact – Driving Strategic Growth and Building Trusted Partnerships for Johnson Controls.

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.

The Head of Service Sales will lead a global team of Sales Managers across all Marine sectors, driving growth in Service, Parts, and Maintenance across Johnson Controls systems—including HVAC, Fire Suppression, Security, Digital Solutions, and Controls & Automation. As part of Johnson Controls’ global strategy to expand service growth, the GM&N Head of Service will report to the Sales Director and lead a dedicated team focused on increasing service repairs and maintenance, winning new business, and expanding share‑of‑wallet through cross‑selling to new and existing customers.

This role is pivotal in shaping and executing a high‑impact sales strategy, fostering a coaching‑first culture, and delivering exceptional customer value through consultative selling and operational excellence. Supported by inside sales teams, you will take ownership of direct sales initiatives in key market segments, with opportunities to grow and develop the team as success is achieved.

Ideally, you will be based within EMEA. This position requires proximity to our main customer base, enabling frequent visits to clients throughout Europe and beyond. Travel is expected to be around 20‑30 days annually.

• Champion a Coaching‑First Culture:
  Dedicate significant time to developing your team’s capabilities through structured coaching, regular feedback, and tailored development plans.
• Lead and Inspire:
  Manage a regional sales team within the Marine sector, fostering a high‑performance environment built on trust, accountability, and continuous improvement.
• Sales Strategy and Execution:
  Drive B2B sales of HVAC, Fire Suppression, Controls & Automation, and Digital Solutions across Marine applications. Develop and implement effective sales strategies aligned with Johnson Controls’ global service growth objectives.
• Business Development:
  Identify and pursue new service opportunities in Marine retrofit, and maintenance markets. Analyse trends and competitor activity to position offerings strategically and build long‑term partnerships with owners, operators, shipbuilders, defence contractors, and government entities.
• Customer Engagement:
  Build and maintain strong relationships with customers, end users, and influencers. Conduct regular client visits to understand their needs and ensure our solutions align with project requirements.
• CRM and Pipeline Management:
  Maintain accurate records of sales activities and client interactions using Salesforce. Manage a healthy sales pipeline and provide regular performance updates.
• Sales Excellence:
  Use data and insights to identify skill gaps, improve win rates, and implement best practices in consultative and value‑based selling.
• Cross‑Functional
  
  Collaboration:
  
  Work closely with Segment General Managers, engineering, operations, and program teams to ensure alignment between commercial strategy and project execution.
• Talent Development:
  Mentor and grow talent within the sales organization, identifying high‑potential individuals and creating succession pathways.
• External Representation:
  Represent Johnson Controls externally, building trusted relationships with key stakeholders in the Marine sector.
• Kaizen & Process Improvement:
  Embed a culture of continuous improvement by applying Kaizen principles to sales processes. Regularly assess…