Equipment Area General Manager, West Markets
About The Position
Johnson Controls is seeking an Equipment General Manager to support HVAC Equipment business strategy across independent equipment sales agents in the West Agent Markets. Under general direction, the role leads planning, development, and execution of short- and long-term business development, sales, and execution activities for the assigned area. The position directs sales and operations leadership and works with independent agent partners to achieve secured volume, secured margin rate, revenue, executed margin, EBIT, and market share goals. The role combines strategic leadership with hands-on follow-up to translate plans into measurable results. It promotes the full Johnson Controls Equipment portfolio, strengthens relationships between area and local market sales teams and independent agents, and coordinates enterprise resources to address customer and team needs. It also oversees agent operations and contract administration, supports performance improvement, and manages expense budgets. The position requires travel of 50%. Johnson Controls offers a competitive salary and bonus plan, paid vacation, holidays and sick time, and benefits including 401(k), medical, dental, and vision care available on day one. The role is supported by a collaborative team environment and the company’s Zero Harm safety policy.
Requirements
- Bachelor’s degree in engineering, or experience in a related field.
- 8 to 10 years of experience in Sales & General Management within a channel or industrial product distribution organization with extensive customer contact.
- Commercial and technical familiarity with the HVAC equipment industry, including an authoritative understanding of its channels to market.
- Proficiency interpreting, analyzing, and leveraging data to drive performance and make business decisions.
- Ability to lead and direct functional teams and influence outcomes across diverse teams.
- Proven ability to inspire and influence without formal authority.
- Strong written and verbal communication skills.
- Ability to positively represent Johnson Controls and communicate effectively with others at varying technical and managerial levels.
- General operational knowledge of field sales procedures.
- Demonstrated knowledge of the industry, company products, and services.
- Ability to travel 50%.
Nice To Haves
- MBA preferred.
- A background in construction is highly desired.
Responsibilities
- Lead profitable growth of the HVAC Equipment business secured and executed through Agent partnerships.
- Ensure Agent partners actively promote the full Johnson Controls Equipment portfolio in support of the equipment sales plan.
- Strengthen the relationship between Area and Local Market sales teams and independent equipment sales agents.
- Leverage cross-functional, enterprise resources to solve problems on behalf of customers and team members.
- Develop and deploy sales and operations processes, systems, tools, and training needed to execute business through independent Agent partners.
- Drive implementation of Johnson Controls standard operating procedures for pipeline management, forecasting, project reviews, and delegation of authority across Sales and Operations.
- Lead performance improvement activities and regular cadences for independent equipment sales agents.
- Manage independent sales Agent operations in partnership with the Director of Equipment Operation and Director of Equipment Process.
- Oversee sales agent contract administration, including contract development, maintenance, and enforcement, while working with internal legal and compensation teams.
- Act as an internal advocate for independent sales Agent business partners and represent Johnson Controls in relevant industry associations.
- Develop and manage expense budgets to maximize results and productivity.
- Lead planning, development, and execution of short- and long-term business development, sales, and execution activities for the assigned area.
- Direct sales and operations leadership to advance business plan objectives and achieve secured volume, secured margin rate, revenue, executed margin, EBIT, and market share goals.
- Use forecasting, account segmentation, opportunity reviews, project reviews, and performance cadences to identify gaps and drive action.
- Set clear priorities, follow through on commitments, and manage agent performance against business goals.
- Build trust and coordinate across sales, operations, legal, compensation, and Agent partners to support shared results.
Benefits
- Competitive salary and bonus plan
- Paid vacation, holidays, and sick time, including 15 days of vacation in the first year
- 401(k)
- Medical insurance
- Dental insurance
- Vision care available on day one
- Collaborative team environment
- Learning opportunities and opportunities for personal development
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What This Job Offers
Job Type
Full-time
Career Level
Manager
