Market Director – Private Industry

Johnson Controls•Glendale, AZ

11d

About The Position

As a member of the management team, provides leadership to Alternative Delivery salespeople and their leaders on sales process, activities, and results. Develops, executes, and leads sales and account strategies to achieve SI business plan of profitability; growth; market penetration; account management; opportunity management; and customer satisfaction objectives. Supports the sales efforts for large opportunities. Analyzes and understands business environment of the vertical market segments and current business performance, and determines customer profile who will perceive the greatest value from our current offerings. Innovates with Commercial Enablement & Experience team to enhance offerings to meet customer needs. Assists in the recruiting, training, and development of development teams. Works with functional leaders in operations and engineering during the strategic planning process to identify, support, and qualify existing and new market opportunities.

Requirements

Bachelor’s degree in business or marketing or related field.
Eight to ten years of progressive experience and proven development ability in the sales of business and financial solutions.
Five years of experience in a management role with responsibility for the productivity or development of others.
Candidates should be a “subject matter expert” on deal structuring needs for private industry markets such as industrial, not-for-profit healthcare and data centers in US and/or Canada.

Nice To Haves

Master's degree preferred.

Responsibilities

Develops, executes, and leads sales and account strategies to achieve SI business plan of profitability; growth; market penetration; account management; opportunity management; and customer satisfaction objectives.
Supports the sales efforts for large opportunities.
Analyzes and understands business environment of the vertical market segments and current business performance, and determines customer profile who will perceive the greatest value from our current offerings.
Innovates with Commercial Enablement & Experience team to enhance offerings to meet customer needs.
Assists in the recruiting, training, and development of development teams.
Works with functional leaders in operations and engineering during the strategic planning process to identify, support, and qualify existing and new market opportunities.
Develops strategic plans, account plans, and annual sales plan.
Develops sales management best practices consistent with Sales Management disciplines.
Sets standards for sales, engineering and delivery, pre-sale performance.
Ensure the development of key personnel through coaching and performance assessment.
Understands and supports the development managers in the local business environment of targeted markets concerning growth trends, legislation, and competitors.
Sets aggressive goals to ensure business plans are met.
Manage total customer acquisition costs to business plan, delivering margin relative to goals.
Establishes development goals consistent with Sustainable Infrastructure strategic direction.
Ensures focus on developing new business with new customers.
Consistently seeks to expand the scope of business within existing accounts.
Establishes and maintains long-term customer relationships with strategically important customers to influence opportunities.
Participates as management team representative on selected accounts.
Qualifies, assesses, and reviews Target and Key Accounts.
Facilitates the selection of large, targeted opportunity teams and leads target projects.
Develops and coaches the opportunity teams, program development, and sales support on established business processes, tools, and standards.
Assists in the hiring, retention, performance management, and career development of Alternative Delivery leaders and their teams.
Provides consistent level of sales coaching including customer sales calls, and critical opportunity reviews.
Establishes the plan for staffing levels and takes action to achieve that plan.
Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.
Manages the portfolio to maximize return on sales for the business, and our shareholders.
Drives cash flow through proper payment terms, proactive billing and collections.
Responsible for the forecast rollup.
Develops and manages strategically important third-party relationships that further business development activity.
Builds alliances that support our business proposition and customer business success.
Works closely with global SI, marketing, functional engineering, and technology teams to monitor and analyze market trends and competitive issues within the businesses.
Serves as an active member of the leadership team by providing performance information in an accurate and timely fashion and working with and supporting other leaders to establish standards, resource sharing and incorporating “Best Practices”, reporting performance metrics, establishing, and actualizing learning programs.
Represents Sustainable Infrastructure in the community to ensure an understanding of the business environment and local community, including legislation, purchasing, and market trends.