Regional Sales Manager, Air Distribution

Johnson Controls • Largo, FL

3d • $113,000 - $176,000

About The Position

Johnson Controls is hiring a Regional Sales Manager, Air Distribution to drive growth for Johnson Controls and JCI Direct Office branded Fan Coil Units, VAV Terminals, and Blower Coil Units across the Central and East regions through independent manufacturer representative firms and direct offices. The role combines channel management, technical product support, and disciplined sales execution. The manager partners with representative firms, direct offices, consultants, owners, contractors, and internal teams to expand market share, strengthen product positioning, and support opportunities from early specification through quotation, launch, and ongoing account development.

The position requires strategic sales planning, relationship building with channel partners, market-share monitoring, revenue reviews, product training, technical presentations, quotation support, forecasting, and use of Salesforce to manage customer plans and opportunities. The successful candidate will collaborate with Sales, Product Management, and Operations and will regularly engage with customers and channel partners in the field.

The position offers a hiring salary range of $113,000 to $176,000, with a Sales Incentive Plan based on project, quarterly, and annual volume and margin. Johnson Controls also describes a competitive benefits package, paid vacation and holidays, sick time, a company car, training opportunities, and a commitment to safety through its Zero Harm culture. The listed benefits package includes 401(k), medical, dental, and vision care, available from day one.

Requirements

• Bachelor's degree in mechanical engineering or engineering technology.
• 5–10 years of HVAC experience in Design/Build, Design/Assist, and Plan & Specification markets.
• At least 5 years of experience developing and managing a sales plan and successfully delivering revenue goals.
• At least 5 years of technical sales and marketing experience.
• Strong working knowledge of FCU and VAV products and deep understanding of blower coil units, fan coil units, VAV terminals, and BCU/AHU products.
• Experience supporting or leading third-party independent representative sales channels and Direct Offices.
• Knowledge of UL and ETL listing agencies.
• Experience supporting a manufacturing facility and collaborating across internal teams.
• Ability to deliver polished presentations and confidently influence medium-sized audiences.
• Strong experience using Salesforce to manage customer plans, project opportunities, and forecasting activity.
• Proficiency with Excel, Word, and PowerPoint.

Nice To Haves

• MBA degree.
• Experience delivering technical product presentations, lunch and learns, and trade show support.
• Experience supporting project quotation, Basis of Design efforts, and competitive positioning in the field.
• Familiarity with Solution Navigator or similar selection tools.

Responsibilities

• Develop and execute strategic plans to grow sales through independent manufacturer representative firms and JCI Direct Offices for FCU, VAV, and BCU/AHU products.
• Build trusted relationships with sales management and ownership at each representative firm.
• Monitor AHRI market share and establish plans to meet or exceed share targets.
• Lead revenue and business reviews with representative firm sales management and principals, adjusting plans and selling strategies according to results and market conditions.
• Deliver product training for FCU, VAV, and BCU solutions, including software selection training on Solution Navigator.
• Support representative salespeople in achieving Basis of Design for JCI products in project mechanical specifications.
• Provide technical product presentations, lunch and learns, and other field-facing support to consulting engineers, owners, and contractors.
• Support new product launches and encourage field adoption.
• Represent JCI-branded products at trade shows and industry events as needed.
• Analyze local competitors and develop plans to remove barriers and increase product sales.
• Share competitive insights and product feedback with Product Management.
• Support project quotations by reviewing plans and specifications and developing an appropriate bill of material.
• Prepare a monthly rolling six-month revenue forecast and support annual sales quota development.
• Evaluate market conditions and representative performance to ensure alignment with the appropriate channel partner.
• Use Salesforce to maintain customer business plans, goals, objectives, strategic initiatives, action plans, and project entries for larger quoted opportunities.
• Collaborate with Sales, Product Management, and Operations on launches, forecasts, and customer opportunities.

Benefits

• Competitive salary and Sales Incentive Plan.
• Paid vacation, holidays, and sick time; 15 vacation days during the first year.
• Comprehensive benefits package including 401(k), medical, dental, and vision care, available day one.
• Company car.
• Extensive product, on-the-job, and cross-training opportunities.
• Collaborative team environment.
• Commitment to safety through the Zero Harm policy and culture.

What This Job Offers

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