Sales Manager - Controls

Johnson Controls, Inc.; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Job summary

Johnson Controls, Inc. is seeking a senior sales leader to drive the Controls Sales team across APAC markets, including Sydney and Melbourne. The role reports to the General Manager and oversees strategy, performance, and recruitment to maximise growth and margin.

The successful candidate will lead an Account Management framework, build key client relationships, and influence tender responses with DX products. A high-performance culture and proactive leadership are essential.

Qualifications

• 5+ years of sales experience, preferably in Controls or Chillers.
• Proven ability to build and manage customer relationships.
• Ability to identify customer needs and close deals.
• Knowledge of Johnson Controls offerings & capabilities.
• Strong financial acumen and pipeline management.

Responsibilities

• Develop, adjust, and implement growth strategies across allocated areas, including APAC initiatives.
• Accountable for growth and margin plan deliverables across areas.
• Develop and lead the Account Management framework for assigned divisions.
• Drive Say/Do discipline and accountability across teams.
• Meet with key clients to assist sales reps in building relationships and closing deals.
• Provide direct leadership to sales teams and recognise performance.
• Influence tenders to include Johnson Controls DX products and solutions.
• Deliver business plans achieving sales volume and gross margin vs Plan.
• Provide management with insights on the Applied industry and future plans.

Skills

Hunter mindset

Sales experience

Account management

Negotiation

Customer relationship

Strategic planning

Communication

Tools

Enquiry Pipeline

Job description

About this opportunity

Permanent full-time opportunity. Attractive Remuneration package. Career opportunities. This role can be located in Sydney or Melbourne.

This role will report to the General Manager and drive the Controls Sales team in all areas including field activities, developing strategies and initiatives, managing performance, recruitment, and other associated tasks in order to have the greatest overall impact and deliver the target results.

The role will involve

• Develop, adjust, and implement growth strategies and tactics across all allocated areas of responsibility. Including internal on-shore and off-shore engagements / initiatives, including any APAC led initiatives.
• Accountable for the secured growth and margin plan deliverables across all allocated areas of responsibility, including the structure and the processes required to ensure success.
• Develop and lead the Account Management framework, and associated teams across the assigned divisions.
• Drive a Say/Do discipline of accountability and delivering on commitments.
• Meet with key clients to assist sales representatives with building and enhancing relationships, negotiating and closing deals.
• Direct a high-performance culture by providing direct and thought leadership for our sales teams, whilst managing performance in a manner that recognises and rewards employees to deliver and realise their potential.
• Influences tender requests to include Johnson Controls specified DX products and Systems/Solutions.
• Delivers assigned business plans achieving secured sales volume ($) and gross margin ($) vs Plan.
• Provides information to management regarding the Applied industry and recommends plans to maximise future business.

Why Johnson Controls?

Being a Global company, you will work with some of the best people in the industry. This role will offer you autonomy and flexibility to make it your own and provide a pathway for a long-term career JCI career.

Who we are looking for

• Requires hunting skills / mindset, a self-starter.
• 5+ years working experience in sales, ideally with Controls and/or Chiller Experience Experience in developing successful relationships with customers.
• Requires sales skills to identify customer needs and priorities to be addressed.
• Possessing / ability to develop a strong knowledge of JCI offerings & capabilities.
• Demonstrate financial and business acumen with strong skills in customer relationship building and management.
• Solution selling mindset, knowledge and familiarity with digital service offerings.
• Strong pipeline management, experience in using Enquiry Pipeline.
• Proven track record in delivering the strong results with strong accountability and say/do
• Excellent communication & interpersonal skills, both internally and dealing with external customers and stakeholders
• Excellent networking skills, business minded, change orientated and pro-active.
• Has a strong established network in the local market.

Johnson Controls: Enhancing the Intelligence of Buildings

Your buildings have a purpose. They are places for people to live or work. Facilities for learning or healing. Venues for entertainment and shopping. Sites for the specialized storage of tangible goods or mission-critical data. Your buildings have a huge variety of functions; they are central to your mission. This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. A smarter building is safer, more comfortable, more efficient, and, ultimately, more sustainable. Most important, smarter buildings let you focus more intensely on your unique mission. Better for your people. Better for your bottom line. Better for the planet. At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.