Director Sales North America Fire Suppression

Tyco Integrated Security•Boca Raton, FL

60d

About The Position

Our Director of Sales, Special Hazards is responsible for the development of growth opportunities that support JCI's Fire Suppression products businesses in the US region. The senior leader is expected to develop strong end-user, distribution, and partner relationships at senior levels in order to drive proprietary or preferred product status for fire protection products, and systems. You will work seamlessly with the inside leaders to ensure cross functional success. How you will do it: Establishes new and/or build existing relationships with key customers, contractors, and distributors to enhance sales volume and customer service. Plans, directs, and drives the sales resources to assure that adequate coverage is applied to all accounts. Formulates sound business plans that includes budgeting, cost analysis and cost controls. Sets aggressive sales plans and achieving ambitious targets and stretch goals. Ability and demonstrated experience to identify existing and future growth market opportunities and tailor strategic sales plan and resource to maximize JCI's top-line and market share position. Capability to synthesize information and leverage data-driven arguments to make and guide informed decisions. Ability to work with all levels of the customer organizations to sell and support products as well as to understand customers current and anticipate future needs. Ability to cope with ambiguity, and successfully resolve problems and manage conflict, navigating resistance and developing buy in. Navigates cross-functionality; identify the necessary tool/resources to add value to region. Develops cross-selling opportunities, improve channel management process/strategy (support integration) Interface and build strong relationships with Internal partners (L&D, Operations, Product Development and Marketing). Responsible for tracking, forecasting and analysis of sales results to identify trends, patterns, and opportunities. Collaborates with marketing and sales operations on sales promotions and campaigns to increase revenue and profitability while minimizing channel conflict with other sales roles. Monitors and coach sales staff on techniques to increase results in sales, quality, and service. Works with Sr. Director of Sales, Americas to provide sales input to new product development process and ensure new products are introduced effectively across the region. Understands competitors' products, tactics, strategy, pricing, and their competitive position across the Region. Creates strategic plans as a well as become responsible to implement product line initiatives and product launches. Identifies, analyzes, selects, and continuously improve the regions various channels to market. Recruits, hires, trains, develops, and continuously improves the organizational capabilities of sales personnel. Works with sales and segment leadership to develop aligned annual Sales targets supporting our FSP businesses. Monitors size of pipeline, closing ratios and progression to ensure optimal conversion of inside sales efforts into actual revenue. Conducts regular Business Performance reviews with the teams and participate in progress meetings with the regional sales leadership. Works with the Regional Sales Leaders to develop seamless Sales processes and associated metrics, supported by SalesForce.com.

Requirements

Requires bachelor's degree in marketing, Business, or Fire Protection Engineering.
10- 15 years successful, sales management experience in a driving revenue (9 figure) across a remote sales organization, preferably in the fire protection or detection industry.
Proven track record of accomplishments and achievements in the sales function driving profitable business growth.
Experience in developing, motivating, and energizing a diverse team in critical areas of sales planning, negotiation, and customer pursuit.
Experience working with end-users and channels.
Experience managing both long and short sales cycles.
Proven track record of accomplishments in negotiating with large customers.
Must have strong interpersonal skills, maturity and good judgment and be capable of communicating with a diverse range of individuals.

Nice To Haves

Master's degree and Lean/Six Sigma certification.
High energy, self-starter.
High Level of personal accountability as well as holding colleagues to account for performance in a positive way.
Strong critical thinking, problem-solving, and analytical skills.
Team player who encourages collaboration across TFPP globally.
Strong influence and leadership skills with the ability to effectively work in a matrix structure.
Strong presentation and communication skills, both verbal and written.
Proficiency with MS Office, strong experience with PowerPoint and Excel.
Technical / engineering background in Fire Protection and Detection desired.

Responsibilities

Establishes new and/or build existing relationships with key customers, contractors, and distributors to enhance sales volume and customer service.
Plans, directs, and drives the sales resources to assure that adequate coverage is applied to all accounts.
Formulates sound business plans that includes budgeting, cost analysis and cost controls.
Sets aggressive sales plans and achieving ambitious targets and stretch goals.
Ability and demonstrated experience to identify existing and future growth market opportunities and tailor strategic sales plan and resource to maximize JCI's top-line and market share position.
Capability to synthesize information and leverage data-driven arguments to make and guide informed decisions.
Ability to work with all levels of the customer organizations to sell and support products as well as to understand customers current and anticipate future needs.
Ability to cope with ambiguity, and successfully resolve problems and manage conflict, navigating resistance and developing buy in.
Navigates cross-functionality; identify the necessary tool/resources to add value to region.
Develops cross-selling opportunities, improve channel management process/strategy (support integration)
Interface and build strong relationships with Internal partners (L&D, Operations, Product Development and Marketing).
Responsible for tracking, forecasting and analysis of sales results to identify trends, patterns, and opportunities.
Collaborates with marketing and sales operations on sales promotions and campaigns to increase revenue and profitability while minimizing channel conflict with other sales roles.
Monitors and coach sales staff on techniques to increase results in sales, quality, and service.
Works with Sr. Director of Sales, Americas to provide sales input to new product development process and ensure new products are introduced effectively across the region.
Understands competitors' products, tactics, strategy, pricing, and their competitive position across the Region.
Creates strategic plans as a well as become responsible to implement product line initiatives and product launches.
Identifies, analyzes, selects, and continuously improve the regions various channels to market.
Recruits, hires, trains, develops, and continuously improves the organizational capabilities of sales personnel.
Works with sales and segment leadership to develop aligned annual Sales targets supporting our FSP businesses.
Monitors size of pipeline, closing ratios and progression to ensure optimal conversion of inside sales efforts into actual revenue.
Conducts regular Business Performance reviews with the teams and participate in progress meetings with the regional sales leadership.
Works with the Regional Sales Leaders to develop seamless Sales processes and associated metrics, supported by SalesForce.com.