Area Service Sale Leader-Mid Atlantic Region

Johnson Controls•Capitol Heights, MD

4d•$142,000 - $213,000•Hybrid

About The Position

As the Area Service Sales Leader, you will lead the deployment and execution of the HVAC service sales growth strategy across one the Mid-Atlantic Region. As a member of the Area Management Team, you will partner with the Area VP, Area Sales Leader, and Area Service Leader to deliver profitable service volume growth, recurring revenue, customer retention, and increased service attachment. This is an enterprise influence role without direct reports. You will enable and align sellers, service leaders, and market teams through clear priorities, disciplined operating rhythms, coaching, performance visibility, and cross-functional problem solving. Success depends on translating enterprise service strategy into market-level sales behaviors, account plans, pipeline actions, customer plays, and capability-building priorities that help the Area deliver annual service growth targets.

Requirements

Bachelor’s degree in business, engineering, a technical discipline, or equivalent relevant experience.
Typically 10+ years of progressive experience in HVAC, building systems, technical services, or complex B2B sales, including leadership of multi-market growth initiatives.
Demonstrated success delivering service sales growth, recurring revenue, profitability, pipeline health, and forecast accuracy.
Strong knowledge of commercial HVAC service offerings, planned service agreements, customer economics, contract-based services, selling models, and CRM-enabled sales management.
Proven ability to lead through influence, coach leaders, and drive accountability without direct reporting authority in a matrixed organization.
Experience identifying, onboarding, coaching, and developing sales talent and supporting succession planning.
Ability to communicate credibly with executive customers, Area Vice Presidents, systems sales and service operations leaders, and front-line teams.
Strong financial acumen, analytical capability, structured problem solving, change leadership, and learning agility.
Ability to travel throughout the assigned Area as business needs require.

Nice To Haves

Experience leading service growth programs across multiple markets or business units.
Background in planned service agreements, installed-base recapture, and lifecycle value selling.
Experience improving service attachment and recurring-revenue performance through cross-functional selling motions.
Familiarity with Johnson Controls service sales motions, enablement programs, and operating rhythms.

Responsibilities

Translate North America and Area service growth strategy into clear market priorities, performance expectations, and execution plans.
Deliver the Area operating plan for service volume, revenue, margin, recurring revenue, retention, and service attachment.
Ensure service growth priorities are executable at the market level through role clarity, standard work, defined service sales motions, and clear accountability.
Diagnose performance gaps by market, customer segment, seller, offering, and funnel stage, and align corrective actions with Market General Managers and front-line sales leaders.
Lead a consistent weekly, monthly, and quarterly service sales management cadence across the Area.
Drive pipeline sufficiency by line of business, targeting at least 3x the applicable annual bookings requirement unless a different operating standard is established.
Improve opportunity quality, stage discipline, conversion, velocity, aging, and CRM adoption.
Validate monthly forecasting accuracy within ±10%, unless superseded by the current operating plan.
Use performance data and structured problem solving to identify risks, remove barriers, scale best practices, and sustain improvement.
Build and expand relationships with strategically important customers and executive stakeholders to shape opportunities and accelerate growth.
Drive new planned service agreement bookings, renewal and retention performance, recapture of the installed base, and lifecycle value selling.
Partner with systems sales and service operations to increase service attachment at the point of sale and across the customer lifecycle.
Coach and enable Market General Managers, front-line sales leaders, and service sales teams through influence rather than direct authority.
Support onboarding, sales methodology adoption, account planning, opportunity coaching, performance inspection, and leadership standard work.
Assess seller capacity, coverage, productivity, and capability needs, and recommend targeted resource or development actions.
Act as the service sales connective point among the Area VP, Area Sales Leader, Area Service Leader, Market General Managers, front-line leaders, sellers, and functional partners.
Partner with service operations to align growth ambition, customer commitments, labor capacity, solution quality, and execution readiness.
Collaborate with Service Sales Enablement to drive service strategy adoption and commercial execution within the Area.
Lead implementation and adoption of service sales motions, programs, tools, and standard operating procedures across local markets.