Complex Security and Fire Sales Manager

About the role

Under general direction, leads the Complex Security and Fire business by executing sales strategies to achieve profitability, growth, and market penetration. Develops and directs the sales force in selling offerings including Access, CCTV, Intrusion, Fire Alarm Systems, and other building systems. Develops and delivers the market secured sales and margin plan for all Lines of Business for the assigned geography. Responsible for hiring, coaching, & 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.

Responsibilities

• Manages assigned Building Technologies & Solutions sales portfolio to maximize secured sales, return on assets, revenue, and growth objectives.
• Increases market penetration in local Building Technologies & Solutions 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 customers.
• 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 sales and operational team activity within assigned staffing geography.
• Establishes and drives local territory account management consistent with North America and Region strategic direction and assigns key and target accounts.
• Buils 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 Building Technologies & Solutions 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 sales personnel.
• Ensures compliance with state, local and federal legal requirements and leads the local office with the highest business ethics.
• Represents Johnson Controls as a leader in the local community.
• Participates in local industry and community activities (trade shows, college recruiting, professional organizations, etc.).

Requirements

• Bachelor's degree in Engineering, Business or Marketing.
• Experience with contracting, understand S&OP, construction legalities, procurement, functional support structures, change management.
• Deep understanding of service impacts on P&LFostering and maintaining customer satisfactionBuilding high performing teamsExecuting and improving established processes.
• Prominent track record of success working in a matrixed organization, dealing with conflictResolution and change management, achieving win-win results.
• Excellent communication and written skills.
• Time management, ability to prioritize effectively based on financial impact to the desired business goals.

Preferred

• Driving sales growth initiativesDriving sales team productivity and capabilityDriving secure volume and margin growthEvaluating and implementing sales process improvement initiativesUnderstanding the construction plan and spec market and motionsUnderstanding the prime retrofit market and motionsDriving new PSA (service agreements) and recurring revenue lines of business10+ years sales leadershipStrong technical knowledge of access controls and IP Video systems as well as other technologies.Proficient using CRM’s (Salesforce)
• 30% travel between markets is required.
• Conducting seller 1-on-1’s on a monthly basis

What We Offer

• Competitive salary
• Paid vacation/holidays/sick time- 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy