Channel Account Manager

What you will do

The Channel Account Sales, HVACR & BAS at Johnson Controls is tasked with achieving assigned sales goals within their territory by partnering with key clients to maximize sales performance. They recommend tailored product solutions that align with customer objectives, providing a competitive advantage through the differentiation of Johnson Controls' offerings. The representative actively engages with decision-makers to build partnerships, listens to customer concerns, and develops a strong understanding of the HVACR and BAS industries.

This role involves managing the sales process, marketing Johnson Controls' products, conducting strategic account reviews, and ensuring customer needs are met. Additionally, the representative is responsible for pricing, margin management, and creating demand through collaborative calls on contractors and engineers, while also participating in continuous training and product promotion initiatives.

• Responsible for meeting assigned product sales goals and objectives with the territory
• Partnering with key and targeted customers to reach optimal sales levels
• Recommends product solutions and links to customer goals to impart total value solution and competitive advantage
• Differentiates and leverages Johnson Controls product offerings from competitors based on the total benefit of doing business with Johnson Controls.
• Creates partnering opportunities with the principles responsible for decision-making
• Actively listens, probes and identifies customer concerns.
• Understands customer's business and HVACR (Heating, Ventilation, Air Conditioning, Refrigeration) / BAS (Building Automation Systems) Industry at large
• Develops credibility, loyalty, trust and commitment. Works to become the SME and trusted advisor for customers
• Manages ongoing sales process and responds to and anticipates customer needs.
• Involved in the marketing and communication of our products, programs and tools
• Using Johnson Controls account management principles with assigned accounts, conducts quarterly strategic account review sessions, ensures that the customer fully understands and executes proper actions towards the co-developed sales plans to achieve the sales goals and objectives named.
• Grow relationships with key stake holders (Owner, Branch Manager(s), outside/inside sales, engineers and end users)
• Price and Margin management and realization
• Merchandising and maximizing of Johnson Controls product exposure, including promotional events and trade shows
• Demand creation through joint calls on contractors, consulting engineers and owners
• Continuous training and education efforts, throughout organization

• Bachelor's degree in Engineering, Business, or equivalent sales and technical experience.
• Minimum of eight years' progressive, direct sales experience in the HVAC/R and BAS industry.
• Technical proficiency around BAS Product features, benefits, and applications
• Able to relate to people at all levels, communicating both on a technical and non-technical basis.
• Demonstrated exceptional interpersonal, verbal and written communication skills.
• Possesses excellent presentation skills and ability at making one on one and group presentations.
• Able to travel a minimum of 50%

Salary Range: HIRING SALARY RANGE: $87, (
Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data
.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin. This position includes a competitive benefits package.

For details, please visit the About Us tab on the Johnson Controls Careers site at