Control Products Channel Account Manager

About us

Johnson Controls a global leader in thermal management mission-critical building systems energy efficiency and decarbonization helps customers use energy more productively reduce carbon emissions and operate with the precision and resilience required in rapidly expanding industries such as data centers healthcare pharmaceuticals advanced manufacturing and higher education.

For more than 140 years Johnson Controls has delivered performance where it really matters. Backed by advanced technology lifecycle services and an industry-leading field organization we elevate customer performance turn goals into real-world results and help move society forward.

What you will do

The BAS Controls Channel Account Manager will drive product revenue and margin growth while achieving established sales plans and objectives through the Building Solutions North America (BSNA) channel. You will support the sales of the complete Johnson Controls product portfolio with a focus on the innovative Metasys building automation system.

You will apply and promote the sales process to cultivate and maintain long-term relationships seeking new sales opportunities. This role involves representing the Global Products (GP) product and technology offerings during the sales process to the BSNA channel and end customers working with the channel to roll out new product offerings and ensuring that they are trained on product features value propositions and pricing.

You will also be responsible for delivering revenue and margin targets for assigned BSNA channel accounts while establishing and maintaining key internal and external relationships.

How you will do it

• Sell support and service customers within your aligned accounts to drive product revenue and margin providing customer support on Johnson Controls Building Control products features value proposition pricing and materials.

• Partner with key and targeted customers to achieve optimal sales results.

• Recommend tailored product solutions.

• Utilize Johnson Controls product offerings to differentiate from competitors based on the overall benefits of doing business with Johnson Controls.

• Act as the customer advocate to identify and address concerns.

• Utilize Playbooks with assigned accounts to conduct quarterly strategic account review sessions ensuring customers execute appropriate actions towards the co-developed sales plans to achieve sales objectives.

• Collaborate and communicate with key stakeholders including Branch GM Sales Management Account Executives Project Managers Lead System Specialists and System Operations Specialists.

• Support project teams in pre-bid strategy scope review and offering expansions.

• Influence change management within the customer environment.

• Ensure top-line revenue and margin growth within your accounts supporting BSNA channel growth objectives by analyzing market performance.

• Provide accurate monthly sales forecasts and communicate any necessary sales support.

• Develop annual volume and growth objectives for assigned accounts.

• Engage actively in regional or local industry associations such as ASHRAE HARDI ARI CGNA etc. and participate in trade shows.

• Work with Product Management and Engineering to provide customer feedback on product features and enhancements.

• Conduct competitive analyses of the local market and obtain technical assistance when necessary as well as market development support.

What we look for
Required

• Bachelors degree in Engineering Business Marketing or equivalent experience.

• 6 years of progressive direct sales experience in the Commercial HVAC/Controls or related technical Construction industry.

• Excellent presentation and communication skills.

• Able to travel up to 50% of the time within Northeast Region.

Salary Range: HIRING SALARY RANGE: $97000- 152000 (Salary to be determined by the educationexperience knowledge skills and abilities of the applicant internal equity and alignmentwith market data.) This role also offers a competitive Sales Incentive Plan that will take intoaccount volume and margin on a project quarterly and annual basis. This position includes acompetitive benefits package. The posted salary range reflects the target compensation forthis role. However we recognize that exceptional candidates may bring unique skills andexperiences that exceed the typical profile. If you believe your background warrantsconsideration beyond the stated range we encourage you to apply. To support an efficientand fair hiring process we may use technology assisted tools including artificial intelligence(AI) to help identify and evaluate candidates. All hiring decisions are ultimately made byhuman reviewers. For details please visit the About Us tab on the Johnson Controls Careerssite at Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race color religion sex national origin age protected veteran status genetic information sexual orientation gender identity status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process please visit here.