Remote Equipment Margin Strategy Leader
About The Position
The Equipment Margin Strategy Leader serves as the primary point of communication for the HVAC Construction sales team in an assigned territory on qualified opportunities involving chillers and air handling units. The role provides mentorship, coaching, and pricing guidance to help the sales team improve win rates while achieving the highest possible margins. It quarterback-engages subject matter experts early in opportunities to improve product positioning, optimization, and project strategy, and balances project-specific circumstances with product-specific historical win/loss data to calculate competitive winning prices. The position collaborates with Global Products and Area leadership on final price authorization and works with salespeople, agents, regional leaders, product leaders, and subject matter experts throughout bid and proposal processes. It supports sales of applied equipment through Equipment North American branches via direct salespeople and agents, monitors opportunity indicators during the sales cycle, and co-owns successful outcomes for opportunities where it provides advice. The role is remote and requires the ability to work across functions and influence stakeholders.
Requirements
- Bachelor’s degree in engineering, marketing, or a related field, or equivalent experience, with at least 5 years of experience.
- Demonstrated ability in HVAC industry sales or sales management.
- Knowledge of applied equipment such as chillers and air handling units.
- Ability to work cross-functionally with sales representatives, local and Area leaders, EqNA leadership, and Global Products.
- Ability to collaborate with and influence others.
- Ability to work remotely.
Responsibilities
- Serve as the primary communication point for the HVAC Construction sales team in an assigned territory on qualified opportunities involving chillers and air handling units.
- Provide mentorship, coaching, and pricing levels to increase win rates at the highest possible market levels and margins.
- Engage appropriate subject matter authorities early in opportunities to improve product positioning, optimization, and project strategy.
- Use project-specific circumstances and historical product win/loss data to calculate the highest possible winning price for each opportunity.
- Collaborate with Global Products and Area leadership to obtain final price authorization.
- Build trust and partnership with sales representatives, agents, local and Area leaders, Regional Sales Managers, Area General Managers, and Area Sales Managers.
- Lead internal and external resources supporting HVAC equipment bids and proposals; collect commercial and financial information and analyze projects to balance financial results with customer satisfaction.
- Quarterback bid and budget reviews for projects within the HVAC Deal Desk scope.
- Schedule project reviews with salespeople and agents for qualified upcoming pipeline projects.
- Develop sales strategies that account for situational impacts and strengthen the company's position.
- Apply competitive market intelligence, factory loading, and lead-time indicators to develop winning strategies at the highest possible margin.
- Use historical win/loss data, market share data, competitor dynamics, and local market dynamics to optimize price levels.
- Advise salespeople and agents, Product Regional Sales Managers, and subject matter experts on technical strategy optimization and cost impacts.
- Investigate other influences on win probability at local and North American levels and adjust strategy and value proposition as needed.
- Monitor opportunities using dashboards and follow up proactively as key indicators change during the sales cycle.
- Align weekly with regional product RSMs/SMEs and Product Leaders on markets, products, competitors, situational influences, and best practices.
- Participate with field teams in project strategy reviews.
- Facilitate final price authorization in accordance with Delegation of Authority thresholds.
- Support the pre-bid review process alongside local and Area leadership, salespeople, and other required HQ Sales and Operations approvers.
- Co-own the successful win of opportunities for which the role provided advice.
Benefits
- Competitive base salary and comprehensive bonus program.
- Three weeks of paid vacation per calendar year, holidays, sick time, and three PTO days per calendar year.
- Comprehensive benefits package including 401(k), medical, dental, and vision care, available day one.
- Extensive product, on-the-job, and cross-training opportunities.
- Encouraging and collaborative team environment.
- Dedication to safety through the Zero Harm policy.
- Scheduling and management support.
- JCI employee discount programs through The Loop by Perk Spot.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
