Strategic Account Sales Mgr

Job Details

What you will do:

• Under general direction, leads the Service Sales business by executing strategies to achieve profitability, growth and market penetration.
• Develops and directs the service sales force in selling service offerings including planned service agreements, controls, mechanical retrofits, O&M, and labor and materials to the local Controls and Mechanical service market.
• Develops and delivers the branch secured service sales and margin plan for all Lines of Business for the assigned geography.
• Responsible for hiring, coaching, and developing salespeople consistent with Sales Management Disciplines.
• Controls selling expenses and manages resources to improve profit position.
• Establishes and maintains long-term relationships with strategically important Customers to influence opportunities.
• Sets 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.
• Represents Johnson Controls as local leader for customers, employees and within the community.

• Manages assigned BT&S sales portfolio to maximize secured sales, return on assets, revenue, and growth objectives.
• Increases market penetration in local BT&S business by securing new customers and expanding the scope of the existing customer base business at key, target, managed and maintained owner accounts.
• Manages qualification and assessing potential customers and opportunities.
• Consistently seeks to expand the scope of business with owners.
• Ensures the development and maintenance of Account Plans with all appropriate accounts.
• Analyzes the market and current business performance.
• Executes growth strategies for sales and operations teams consistent with branch and Building Technologies & Solutions business mission and objectives.
• Understands the business environment of local markets including competition, purchasing and business trends.
• Accountable for integration of service sales and operational team activity within assigned staffing geography.
• Establishes and drives local territory account management consistent with Service North America and Region strategic direction and assigns key and target accounts.
• Builds and fosters a team environment within and across geographies.
• Solicits support from and communicates effectively with internal staff.
• Evaluates Johnson Controls local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues and allocates resources as needed to ensure customer expectations are met.
• Participates as the management team representative on strategically important target accounts.
• Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities.
• Reviews bids and estimates for accuracy and oversees bid preparation and operational review meetings.
• Working with the Branch Management Team, ensures company standards, processes, and tools are used and applied.
• Ensures the development and training of the sales workforce on established processes, tools, and standards.
• Fosters teaming environment between the different selling segments to maximize all our resources in the geography.
• Leads by example when working with solutions, systems and service operations team members.
• Consistent with the branch business plan, provides sales focus and sets aggressive individual and team goals.
• Ensures adherence to company policies, procedures, and strategic initiatives regarding human resource management.
• Executes the sales staffing plan for the assigned local geography.
• Working with the Branch Management team, recruits, hires, and retains BT&S sales force.
• Prepares and delivers clear performance expectations, performance reviews and development plans for direct reports teaming with the appropriate matrix functional manager.
• Ensures a consistent level of coaching, which includes: monthly ‘one-on-one(s)’, observed and unobserved calls, field opportunity reviews, and financial reviews.
• Directs performance management of…