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Area Construction Sales Manager, HVAC Systems

Company: JOHNSON CONTROLS
Location: High Point
Posted on: November 10, 2018

Job Description:

Area Construction Sales Manager, HVAC Systems What you will do Under general direction, leads the Projects and Equipment sales business by executing account management strategies that facilitate long-term customer relationships with targeted customers. Plans, forecasts, manages and delivers consistent long-term profitable growth in the Area and local markets. Develops and directs the Systems sales force to be the premier supplier of all HVAC systems offerings across all building types. Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines. Personally establishes and maintains long term customer relationships with key and target owners, architects, consulting engineers and contractors to influence opportunities. Through active leadership participation in the local community and professional organizations, maintains an understanding of the business environment (i.e. legislative, purchasing, and market trends). How you will do it Manages account assignments to the Systems and Equipment sales team to ensure secured sales performance to plan. Responsible for top-line growth of revenue as well as meeting growth objectives around gross margin and EBIT. Also responsible for meeting plan objectives regarding trade working capital. - delete or move to bottom Provides accurate and timely forecasting of sales and the corresponding allocation of sales support resources Practices performance management by setting clear goals, investing personal time in employee development, actively coaching Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management. Increases market penetration in local Systems business by securing new customers and expanding the scope of the existing customer base with owner, architectural engineer and mechanical consultants and contractor accounts. Ensures the development and maintenance of Account Plans with all key and target accounts. Ensures the development of new business and demonstrates an understanding of the various channels in the market and how they inter-relate with the Branch business. Facilitates training and ensures support resources are in place to develop salespersons capable of selling the full scope of bundled offerings available. Develops strategies for the local sales team consistent with Building Efficiency mission and objectives. - not sure what this one is - delete Understands the business environment of branch markets including competition, purchasing and business trends. Accountable for integration of construction sales team activity within assigned staffing geography. Evaluates Johnson Controls' local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues. Participates as the management team representative on strategically important key accounts. Establishes and maintains personal long-term customer relationships with strategically important accounts to influence opportunities. Owns and manages the sales staffing plan for the assigned local geography. Working with the Regional HR and Talent Acquisition team to recruit, hire, and retain Systems and Equipment sales and sales support staff to plan. Ensures compliance with state, local and Federal legal requirements and operates the local office with the highest business ethics. Qualifications What we look for Required Bachelor's degree. Ten (10) years of a proven track record leading sales teams (motivating, coaching, development of others) Must have experience in the Construction industry Operational business acumen, P&L, negotiation, conflict resolution, ability to work well in a matrix environment. Preferred Experience selling to the HVAC industry Experience selling to the construction industry Johnson Controls 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, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit Job Sales & Marketing Primary LocationUS-NC-High Point Organization Bldg Technologies & Solutions Overtime Status-Exempt

Keywords: JOHNSON CONTROLS, High Point , Area Construction Sales Manager, HVAC Systems, Hospitality & Tourism , High Point, North Carolina

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