HVAC Service Sales Manager

Johnson Controls•Brampton, ON

1d•CA$110,000 - CA$165,000•Hybrid

About The Position

Under general direction, leads the HVAC Systems sales business by executing account management strategies that facilitate long-term customer relationships with targeted customers to achieve profitability, growth and market penetration. Plans, forecasts, manage and deliver consistent long-term profitable branch growth. Develops and directs the sales force to be the premier supplier of all HVAC offerings (i.e. HVAC controls, HVAC equipment low voltage technology solutions etc.) across all building types. Develops and directs the owner direct and construction sales force in selling offerings including plan and spec new construction projects, plan and spec retrofit projects, planned service agreements, controls, and mechanical retrofits, O&M, and labor and materials. Responsible for bookings growth, expanding relationships and wallet share with our existing customers, growing new business and growing and maintaining recurring service bookings and revenues to achieve organizational objectives. This position will take the lead in growing new customers and accounts by leading the service sales capabilities and delivery in partnership with the sales and delivery team. Develops and delivers the branch secured service and construction sales and margin plan for all Lines of Business for the assigned geography. Responsible for hiring, coaching, & developing salespeople consistent with Sales Management Disciplines. Controls selling expenses and manages resources to improve profit position. Establishes and maintains long-term relationships with strategically important Customers to influence opportunities. Sets the standard for professionalism within the sales team, building and maintaining a high-performance team able to grow market share through a commitment to customer satisfaction, quality and an understanding of the business environment and local community. Represents Johnson Controls as local leader for customers, employees and within the community. Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines. Personally, establishes and maintains long term customer relationships with select owners, architects, consulting engineers, general contractors, mechanical contractors and electrical contractors to influence opportunities to drive the sales of JCI offerings on new construction and retrofit projects. The HVAC Sales Manager is skilled at strategic selling in the construction space, understands the key influencers and the construction purchasing process, and develops the selling skills of their sellers. The HVAC Sales Manager is responsible for understanding market potential, key construction projects, represents JCI in construction industry events, and engages above the branch support resources to best position to win. Coaching: This role must provide coaching and development of sellers through observed and unobserved calls and create meaningful development goals for your team that help them close gaps and prepare them for future leadership roles in the organization. Peer Collaboration is essential with HVAC Installation and Service Managers, Fire Installation and Service Managers. Peers will have relationships with customers in the market that will increase the success of the sales team. Peers can also enable increased networking with owners, contractors, and consultants in the market. Responsible for sales plan achievement of assigned geographic area. Manage the day-to-day high-volume activities of a sales team ensuring JCI meets or exceeds customer and sales goal expectations. Responsible for top-line growth of revenue as well as meeting growth objectives around gross margin and Segment Income (SINC). Also responsible for meeting plan objectives regarding trade working capital (TWC). Provide accurate and timely forecasting of sales and the corresponding allocation of sales support resources. Practice performance management by setting clear goals, investing personal time in employee development, actively coaching Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management. Increase market penetration in local business by securing new customers and expanding the scope of the existing customer base with owner, consulting engineers, general contractor, mechanical contractors and electrical contractors. Actively participate in the local community and professional organizations and maintain an understanding of the business environment (i.e. legislative, purchasing, and market trends). Ensure the development and maintenance of Account Plans with all keys and target accounts. Ensure the development of new business and demonstrates an understanding of the various channels in the market and how they inter-relate with the Branch business. Facilitate training and ensure support resources are in place to develop salespersons capable of selling the full scope of bundled offerings available. Develop strategies for the local sales team consistent with Building Solutions mission and objectives. Understand the business environment of branch markets including competition, purchasing and business trends. Accountable for integration of construction sales team activity within assigned staffing geography. Evaluate Johnson Controls’ local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues. Participate as the management team representative on strategically important key accounts. Establish and maintains personal long-term customer relationships with strategically important accounts to influence opportunities. Own and lead the sales staffing plan for the assigned local geography. Work with the Regional HR and Talent Acquisition team to recruit, hire, and retain Systems and Equipment sales and sales support staff to plan. Ensure compliance with provincial, local and Federal legal requirements and operates the local office with the highest business ethics. Reallocate resources to improve overall results as needed. Create and drive local sales strategy in alignment with enterprise programs and strategies. Build hire, develop and align a high-performing team. Focus on high level customer (internal and external) networking and drive growth through collaboration and customer success. Collaborate with other area and nationally based sales leaders to leverage best practices and achieve company objectives in growing the national account customer base. Develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations. Direct sales forecasting activities and set performance standards in alignment with assigned objectives. Conduct regular “ride along” sessions with employees to coach, mentor, and meet with key clients to assist sales representatives with building and strengthening relationships, skills and negotiating and closing new business. Responsible for administering, communicating and complying with all company policies and procedures, whether formally or informally communicated.

Requirements

Bachelor’s degree in engineering, Business or Marketing.
Five to eight years of progressive sales and/or operational experience in building systems, products and services.
Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.
Demonstrated skills, ability and comfort managing a high volume/transaction sales team.
Comfortable leading and working in teams, experienced at project management and successful selling at all customer levels.

Responsibilities

Leads the HVAC Systems sales business by executing account management strategies that facilitate long-term customer relationships with targeted customers to achieve profitability, growth and market penetration.
Plans, forecasts, manages and delivers consistent long-term profitable branch growth.
Develops and directs the sales force to be the premier supplier of all HVAC offerings across all building types.
Develops and directs the owner direct and construction sales force in selling offerings including plan and spec new construction projects, plan and spec retrofit projects, planned service agreements, controls, and mechanical retrofits, O&M, and labor and materials.
Responsible for bookings growth, expanding relationships and wallet share with existing customers, growing new business and growing and maintaining recurring service bookings and revenues.
Takes the lead in growing new customers and accounts by leading the service sales capabilities and delivery in partnership with the sales and delivery team.
Develops and delivers the branch secured service and construction sales and margin plan for all Lines of Business for the assigned geography.
Responsible for hiring, coaching, & developing salespeople consistent with Sales Management Disciplines.
Controls selling expenses and manages resources to improve profit position.
Establishes and maintains long-term relationships with strategically important Customers to influence opportunities.
Sets the standard for professionalism within the sales team, building and maintaining a high-performance team able to grow market share through a commitment to customer satisfaction, quality and an understanding of the business environment and local community.
Represents Johnson Controls as local leader for customers, employees and within the community.
Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines.
Personally establishes and maintains long term customer relationships with select owners, architects, consulting engineers, general contractors, mechanical contractors and electrical contractors to influence opportunities to drive the sales of JCI offerings on new construction and retrofit projects.
Understands market potential, key construction projects, represents JCI in construction industry events, and engages above the branch support resources to best position to win.
Provides coaching and development of sellers through observed and unobserved calls and creates meaningful development goals for the team.
Manages the day-to-day high-volume activities of a sales team ensuring JCI meets or exceeds customer and sales goal expectations.
Responsible for top-line growth of revenue as well as meeting growth objectives around gross margin and Segment Income (SINC).
Responsible for meeting plan objectives regarding trade working capital (TWC).
Provides accurate and timely forecasting of sales and the corresponding allocation of sales support resources.
Practices performance management by setting clear goals, investing personal time in employee development, actively coaching.
Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.
Increases market penetration in local business by securing new customers and expanding the scope of the existing customer base.
Actively participates in the local community and professional organizations and maintains an understanding of the business environment.
Ensures the development and maintenance of Account Plans with all keys and target accounts.
Ensures the development of new business and demonstrates an understanding of the various channels in the market and how they inter-relate with the Branch business.
Facilitates training and ensures support resources are in place to develop salespersons capable of selling the full scope of bundled offerings available.
Develops strategies for the local sales team consistent with Building Solutions mission and objectives.
Understands the business environment of branch markets including competition, purchasing and business trends.
Accountable for integration of construction sales team activity within assigned staffing geography.
Evaluates Johnson Controls’ local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues.
Participates as the management team representative on strategically important key accounts.
Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities.
Owns and leads the sales staffing plan for the assigned local geography.
Works with the Regional HR and Talent Acquisition team to recruit, hire, and retain Systems and Equipment sales and sales support staff to plan.
Ensures compliance with provincial, local and Federal legal requirements and operates the local office with the highest business ethics.
Reallocates resources to improve overall results as needed.
Creates and drives local sales strategy in alignment with enterprise programs and strategies.
Builds, hires, develops and aligns a high-performing team.
Focuses on high level customer (internal and external) networking and drives growth through collaboration and customer success.
Collaborates with other area and nationally based sales leaders to leverage best practices and achieve company objectives in growing the national account customer base.
Develops business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations.
Directs sales forecasting activities and sets performance standards in alignment with assigned objectives.
Conducts regular “ride along” sessions with employees to coach, mentor, and meet with key clients to assist sales representatives with building and strengthening relationships, skills and negotiating and closing new business.
Administers, communicates and complies with all company policies and procedures, whether formally or informally communicated.