HVAC Equipment Margin Strategy Leader

Johnson Controls

3d•Onsite

About The Position

Build your best future with the Johnson Controls team! As a global leader in smart, healthy, and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places, and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away! What we offer Competitive base salary and a comprehensive bonus program. Three weeks paid vacation in a calendar year/holidays/sick time/three PTO days in a calendar year. Comprehensive benefits package including 401K, 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 our Zero Harm policy Providing Scheduling and management support. JCI Employee discount programs (The Loop by Perk Spot) Check us Out: A Day in Life at JCI! What will you do: Be the “one-source” for your assigned territory providing communication with the HVAC Construction sales team on all qualified opportunities which will include chillers and air handling units. You'll provide mentorship and coaching as well as price levels, which will result in increasing the win rate at the highest possible market levels. Quarterback the engagement of appropriate subject matter authorities at the inception of opportunities to improve product positioning, optimization and project strategy. Apply expertise in balancing both project specific situational criteria and product specific historical win/loss data to calculate the highest possible winning price for each opportunity. Collaborate with Global Products and Area leadership to provide final price authorization. Coach the sales team on strategies to win at the highest possible margin. Gain the trust of the sales team you support through transparency and integrity along with sound, data driven advice. Ultimately co-own the successful win of every opportunity where you provided advice. Channel responsibility includes sales of applied equipment through the Equipment North American, EqNA, branches via direct salespeople and agents.

Requirements

Bachelor’s degree in engineering, Marketing, a related field or equivalent 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 reps, Local and Area Leaders, EqNA Leadership, and Global Products
Ability to collaborate with and influence others

Responsibilities

Be the “one-source” for your assigned territory providing communication with the HVAC Construction sales team on all qualified opportunities which will include chillers and air handling units.
Provide mentorship and coaching as well as price levels, which will result in increasing the win rate at the highest possible market levels.
Quarterback the engagement of appropriate subject matter authorities at the inception of opportunities to improve product positioning, optimization and project strategy.
Apply expertise in balancing both project specific situational criteria and product specific historical win/loss data to calculate the highest possible winning price for each opportunity.
Collaborate with Global Products and Area leadership to provide final price authorization.
Coach the sales team on strategies to win at the highest possible margin.
Gain the trust of the sales team you support through transparency and integrity along with sound, data driven advice.
Ultimately co-own the successful win of every opportunity where you provided advice.
Channel responsibility includes sales of applied equipment through the Equipment North American, EqNA, branches via direct salespeople and agents.
Build an atmosphere of trust and partnership with Sales Reps, Agents, Local and Area leaders, Reginal Sales Managers, Area General Managers and Area Sale Managers
Lead internal and external resources to support the bid and proposal processes for HVAC Equipment.
Collect commercial and financial information needed for the bid and proposal of the project.
Analyzes various components of project to identify appropriate balance between financial results and customer satisfaction.
Proactively Quarterback bid and budget review on all projects within scope of the HVAC Deal Desk
Schedule project reviews with salespersons and agents for qualified upcoming projects in their pipeline to ensure engagement
Develop an understanding and improve overall sales strategies to qualify situational impacts and strengthen our position
Apply competitive market intelligence, factory loading/lead time indicators to help formulate an overall winning strategy for each unique project opportunity at the highest possible margin
Use historical win/loss data, market share data, competitor dynamics, and local market dynamics to provide optimized price levels
Facilitate and play an advisory role between Salespersons/agents and Product Reginal Sales Manager and Subject Manager Expert, RSMs/SMEs, regarding optimizing technical strategy and cost impacts
Investigate and uncover other influences that impact our ability to win (both at an individual market level and broader North America level) and subjectively make the necessary adjustments to strategy and value proposition
Use dashboards to monitor and proactively follow-up on all opportunities as key indicators change during the sales cycle
Collaborate and align weekly with peers: Regional product RSMs/SMEs, and Product Leaders to stay current on the market, products, competitors, and situational influencers and to collaborate and align best practices.
Participate with field team on project strategy reviews
Facilitate final Price Authorization based on Delegation of Authority, DOA, thresholds
Support the Pre-bid Review Process alongside Local/Area leadership and salespersons, inclusive of other DOA HQ Sales and Ops leadership approvers

Benefits

Competitive base salary and a comprehensive bonus program.
Three weeks paid vacation in a calendar year/holidays/sick time/three PTO days in a calendar year.
Comprehensive benefits package including 401K, 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 our Zero Harm policy
Providing Scheduling and management support.
JCI Employee discount programs (The Loop by Perk Spot)

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