Fire Sales Leader at Johnson Controls

What you will do

The Johnson Controls Fire Sales Manager is the leader of the sales team of Johnson Controls in Arlington Heights, IL field office covering the Chicago metro, South Bend, and Peoria markets. This position is responsible for bookings growth, expanding relationships and wallet share with our existing customers, growing new business and growing and maintaining owner bookings and revenues to achieve organizational objectives. This position will play an integral part in building upon, and expanding legacy customer relationships, expanding wallet share within assigned accounts (owner and contractor). Additionally, this role is responsible for expanding into new “services” space that falls below the Solutions position within the assigned district or branch territory.

How you will do it

• Model and champion Johnson Controls values. Create a safe environment for the discussion and resolution of values-related issues and concerns.
• Responsible for sales plan achievement of assigned geographic Area within Johnson Controls for all Service and Construction sales activities for the fire alarm, security, fire sprinkler and fire suppression businesses.
• Manage the day-to-day activities of the district or branch Service and Construction sales team ensuring we meet or exceed customer, employee and sales goal expectations.
• Partner with Region Sales, General Managers, Operations manager and Service Manager to develop sales strategies, negotiate contracts and execute pricing strategy to develop new business and maintain existing business.
• Review and monitor sales performance, and refine sales strategies as required to ensure employee successfully meets assigned goals and objectives. Reallocate resources to improve overall results as needed.
• Contribute to the development of marketing, customer retention, advertising, pricing, and distribution strategies for the district or branch.
• Ensure the sales force receives coaching and training on the technical aspects of the organization’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
• 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.
• Grow and retain the recurring revenue base and associated service revenue by directly coaching/mentoring/training the Service Fire and Customer Care sales teams.
• Work as a team with other area and nationally based Service and solutions sales leaders to leverage best practices and achieve company objectives.
• Act as a direct line of support for the Metro General Manager and Regional Sales Managers for all high-volume related sales activities as required.
• Develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations
• Meet with key clients to assist sales representatives with building and enhancing relationships, negotiating and closing deals. Leverage this time for ride along coaching and mentoring.
• Ensure that the corporate sales philosophy is executed in securing quality business approved contractual terms, and profitable pricing practices
• Responsible for administering, communicating and complying with all company policies and procedures, whether formally or informally communicated.

What we look for

• College Degree in Business, Engineering, Marketing or another related field.

Experience

• Minimum of five years sales experience, including three years of field sales management experience in a business-to-business environment, or successful management of another sales channel.

Skills

• 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.
• Coaching and mentoring sales team professionals to create account plans for owner and contractor customers in the assigned territory.
• Able to create and develop solutions to customer needs while meeting objectives.
• Committed to developing and organizing a multi-talented team.
• Business acumen
• Excellent communication and team building skills with a strong understanding of inter-departmental relations.
• Proven time management skills, prioritization and delivery against deadlines.
• Experience in managing a team through a transition or significant organizational change

Other

• Ability to travel nights to accommodate the customer's agenda.
• Johnson Controls offers a highly competitive compensation and benefits plan including medical, dental, prescription coverage, flexible spending accounts, paid life insurance, matching 401(k), ongoing training, tuition reimbursement and more. And because we're part of Johnson Controls, we can prepare you for a career on a global scale.

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