Remote Equipment Margin Strategy Leader

Johnson Controls • San Antonio, TX

2d • Remote

About The Position

The Equipment Margin Strategy Leader serves as the primary point of contact for an assigned territory, advising HVAC Construction sales teams on qualified opportunities involving applied equipment, including chillers and air handling units. The role provides mentorship, coaching, and pricing guidance to help increase win rates while achieving the highest possible margins. It engages relevant subject matter experts early in opportunities to improve product positioning, optimization, and project strategy, and balances project-specific considerations with product-specific historical win/loss data to recommend winning prices.

The position works with Global Products and Area leadership on final price authorization and supports sales of applied equipment through Equipment North American branches, direct salespeople, and agents. It leads bid and proposal support, reviews commercial and financial project information, monitors opportunities and market indicators, and advises sales teams on technical strategy, competitive conditions, and value propositions. The role is remote and requires close coordination with sales representatives, agents, local and area leaders, regional product leaders, and subject matter experts.

Requirements

• Bachelor’s degree in engineering, marketing, or a related field, or equivalent experience.
• 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 assigned territory on qualified HVAC Construction opportunities, including chillers and air handling units.
• Mentor and coach the sales team and provide price guidance to improve win rates and margins.
• Engage appropriate subject matter authorities early to improve product positioning, optimization, and project strategy.
• Use project-specific circumstances and historical product win/loss data to recommend winning prices.
• 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 bid and proposal processes.
• Collect commercial and financial project information and assess project components to balance financial results with customer satisfaction.
• Proactively lead bid and budget reviews for projects within the HVAC Deal Desk scope.
• Schedule project reviews with salespeople and agents for qualified upcoming opportunities.
• Develop and improve sales strategies by assessing situational impacts and strengthening the company's position.
• Use competitive intelligence, factory loading and lead-time indicators, win/loss history, market share, competitor dynamics, and local market conditions to formulate strategies and optimize pricing.
• Advise salespeople and agents in coordination with Product Regional Sales Managers and subject matter experts on technical strategy and cost impacts.
• Identify other factors affecting the ability to win and adjust strategy and value propositions as needed.
• Monitor opportunities through dashboards and follow up as key indicators change during the sales cycle.
• Collaborate weekly with regional product RSMs/SMEs and Product Leaders on market, product, competitor, and situational information and best practices.
• Participate with field teams in project strategy reviews.
• Facilitate final price authorization according to Delegation of Authority thresholds.
• Support the pre-bid review process with local and area leadership, salespeople, and applicable HQ Sales and Operations approvers.
• Co-own successful wins for opportunities where 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 and on-the-job/cross-training opportunities.
• Encouraging and collaborative team environment.
• Dedication to safety through the Zero Harm policy.
• Scheduling and management support.
• Employee discount programs through The Loop by Perk Spot.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior