VP, Global Commercial

Johnson Controls•Glendale, AZ

3d•Remote

About The Position

At Johnson Controls, we're transforming how we engage customers, accelerate growth, and deliver value worldwide. We are seeking a visionary and results-driven Vice President, Global Commercial to architect and lead our global commercial operating system, creating a scalable framework that enables consistent, high-quality commercial execution across regions. This executive leadership role will define how we run commercial globally, translating enterprise growth strategy into repeatable, measurable processes that drive productivity, performance, and sustainable growth. The ideal candidate combines commercial excellence, sales operations, transformation leadership, and operational rigor to build world-class commercial capabilities at scale.

Requirements

15+ years of progressive leadership experience in commercial operations, commercial excellence, sales leadership, revenue operations, sales enablement, or go-to-market strategy.
Demonstrated success designing and scaling commercial operating models in large, complex global organizations.
Proven ability to build playbooks, governance frameworks, performance systems, and commercial processes that drive measurable business impact.
Experience leading enterprise transformation and continuous improvement initiatives.
Strong partnership experience with Finance and HR/Total Rewards related to quota planning, sales compensation, and performance management.
Bachelor's degree required.

Nice To Haves

A commercial operating model architect who can scale best practices globally.
A transformation leader who thrives in complex, matrixed environments.
A strategic thinker who can translate vision into disciplined execution.
A builder of systems, governance, and commercial capabilities.
A trusted executive partner who influences without direct authority.
Passionate about continuous improvement and operational excellence.

Responsibilities

Own the Global Commercial Playbook System: Lead the development and continuous evolution of Johnson Controls' global commercial operating model, establishing the standards, processes, governance, and tools that drive commercial excellence worldwide.
Drive Sales Productivity & Commercial Enablement: Establish global standards that increase selling time and improve field execution. Develop scalable commercial playbooks, enablement programs, and leadership routines. Drive consistency across sales processes and frontline management practices.
Lead Global Commercial Planning: Own the enterprise framework for quota planning and sales incentive governance. Partner with Finance and HR/Total Rewards to ensure accurate, efficient, and compliant execution. Drive planning discipline through robust governance and operating rhythms.
Standardize Commercial Rhythms & Performance Management: Define and institutionalize standard work across forecasting, pipeline reviews, planning cycles, and performance management. Capture and scale best practices from top-performing regions. Build mechanisms that promote accountability and continuous improvement.
Enhance Pipeline Management & Sales Effectiveness: Establish global standards for sales process execution, funnel management, and forecasting rigor. Drive CRM adoption, data quality, and pipeline governance. Enable advanced conversion analytics and performance visibility.
Accelerate Productivity & Transformation: Lead enterprise-wide commercial productivity initiatives. Sponsor Lean, business system, and continuous improvement programs that enhance efficiency and effectiveness. Reduce friction across commercial processes while improving customer outcomes.
Partner Across Regions & Functions: Align the Americas, EMEA, and APAC commercial organizations around common operating standards. Influence executive stakeholders and regional leaders through governance, collaboration, and shared accountability. Foster a culture of learning, innovation, and commercial excellence.
Drive Performance Transparency: Establish global KPI frameworks, dashboards, and analytics standards. Create visibility into commercial performance and adoption metrics. Enable data-driven decision making across the enterprise.