Regional Sales Manager - Western US
About The Position
As a global leader in smart, healthy and sustainable buildings, Johnson Controls' mission is to reimagine the performance of buildings to serve people, places and the planet. This role offers the opportunity to develop yourself through meaningful work projects and learning opportunities within an empowering company culture. The Regional Sales Manager is responsible for driving revenue growth, strengthening market presence, and leading a multi-channel sales ecosystem across the Western US region. This role oversees Area Sales Managers, manufacturer representative firms, dealer and distribution partners, end users, and specifiers/consultants. This leader will develop and execute strategic sales initiatives, influence specification-driven opportunities, and ensure alignment across direct and indirect sales channels to exceed regional performance targets.
Requirements
- Bachelor’s degree in Business, Marketing, Engineering, or related field (MBA preferred).
- 10+ years of progressive sales experience, including regional or multi-state leadership.
- Proven track record of exceeding sales targets.
- Experience leading manufacturer representative firms and indirect sales channels.
- Strong background in dealer, distributor, and end-user relationships.
- Demonstrated ability to build executive-level relationships.
- Excellent communication, negotiation, and presentation skills.
- Self-directed, highly motivated, and results-oriented leader.
Nice To Haves
- Experience in security products, video surveillance, access control, or related technologies.
- Experience in specification-driven sales environments.
- Established professional network within the Western U.S. region.
- Demonstrated success in sales leadership roles.
Responsibilities
- Develop and execute regional sales strategies to achieve and exceed revenue and margin targets.
- Analyze market trends, competitive dynamics, and customer opportunities to expand market share.
- Own forecasting, pipeline management, and reporting; provide accurate updates on performance and market conditions.
- Establish and monitor key performance metrics across all sales channels.
- Lead, coach, and develop a team of Area Sales Managers and indirect sales resources.
- Drive accountability and performance aligned to regional goals.
- Foster a high-performance, results-oriented culture.
- Support recruiting, onboarding, and ongoing talent development.
- Lead and manage manufacturer representative firms to meet or exceed sales targets.
- Ensure representatives are trained, enabled, and aligned with organizational strategy.
- Evaluate performance and optimize regional coverage and engagement.
- Strengthen relationships with dealers, distributors, and third-party partners.
- Identify and onboard new channel partners to expand market coverage.
- Drive partner enablement through training, joint business planning, and demand generation.
- Ensure consistent execution and brand representation across all partners.
- Build and maintain relationships with end users, consultants, and the A&E community.
- Influence project specifications early in the sales cycle to drive long-term demand.
- Support complex, multi-stakeholder opportunities and strategic accounts.
- Represent Johnson Controls at regional industry events, trade shows, and customer engagements.
- Enhance brand visibility and strengthen regional market relationships.
- Partner with Marketing, Customer Service, Product Management, Engineering, and other internal teams.
- Provide field insights to inform product strategy and business decisions.
Benefits
- Competitive salary and bonus plan
- Paid vacation/holidays/sick time - 15 days of vacation first year
- Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
- Extensive product and on the job/cross training opportunities with outstanding resources
- Encouraging and collaborative team environment
- Dedication to safety through our Zero Harm policy
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What This Job Offers
Job Type
Full-time
Career Level
Senior
