Channnel Account Manager, HVAC Controls

Johnson Controls•Cincinnati, OH

9d•$90,000 - $140,000

About The Position

Johnson Controls is hiring a Channel Account Manager to drive product revenue and margin growth through the Independent Distribution (IDC) channel. The role focuses on the Facility Explorer building automation system and the broader Global Products portfolio. The manager owns assigned IDC channel accounts, strengthens partner relationships, supports sales execution, and works with internal and external stakeholders to expand opportunities and align account plans. The position also equips customers and channel partners to sell Johnson Controls solutions effectively.

Requirements

Bachelor's degree in Engineering, Business, Marketing, or equivalent experience.
10+ years of progressive, direct sales experience in Commercial HVAC/Controls or a related technical construction industry.
Excellent presentation and communication skills.
Ability to travel up to 50% of the time within the territory.

Responsibilities

Drive product revenue and margin growth through the IDC channel while meeting established sales plans and objectives.
Support sales of the complete Johnson Controls product portfolio, emphasizing Facility Explorer and related building automation solutions.
Apply the sales process to maintain long-term customer and channel relationships and identify new sales opportunities.
Represent Global Products offerings during the sales process with IDC partners and end customers.
Work with channel partners to launch new products and train them on product features, value propositions, and pricing.
Deliver revenue and margin targets for assigned accounts and maintain key internal and external relationships.
Use strategic account plans and quarterly reviews to align actions, track progress, and support sales objectives.
Support project teams with pre-bid strategy, scope review, and offering expansions.
Provide accurate monthly sales forecasts, develop annual volume and growth objectives, and communicate support needs.
Analyze market performance, conduct competitive reviews, and share customer feedback with Product Management and Engineering to support product enhancements.
Engage with regional and local industry associations and trade shows to strengthen market presence and uncover opportunities.
Take accountability for assigned account outcomes, with a focus on revenue and margin performance.
Listen to customers, identify barriers early, and act to remove obstacles.
Use data, market insight, and problem-solving to improve forecasts, strengthen account plans, and refine sales approaches.
Collaborate across sales, project, product, engineering, and technical support teams to deliver a consistent customer experience.
Recommend solutions suited to customer needs and differentiated in the market.
Keep channel partners informed and prepared through communication, training, and follow-through.