Head of Sales

Johnson Controls; Aberdeen City; Hybrid; GBP 150,000 - 200,000; Full time

Job summary

A global service company is seeking a Head of Sales for their Marine & Navy division based in the UK. This role involves leading a regional team and driving B2B sales across Marine applications. Responsibilities include building customer relationships, managing a sales pipeline, and leveraging data for continuous improvement. Candidates should have experience in complex engineering sectors and a deep understanding of Marine market dynamics.

Benefits

Competitive salary

Bonus incentive

Company car

Private medical insurance

Life assurance

7% matched pension contributions

25 days paid holiday

Qualifications

• Proven leadership in managing regional sales teams and executing strategic initiatives.
• Deep understanding of Marine market dynamics, including new build, retrofit, and service cycles.
• Strong customer orientation with a consultative approach to solution development.

Responsibilities

• Develop a coaching-first culture through structured feedback and tailored development plans.
• Lead and inspire a regional sales team, promoting accountability and continuous improvement.
• Drive B2B sales across Marine applications, aligning strategies with global service growth objectives.

Skills

Leadership

Customer orientation

Data-driven mindset

Consultative selling

Salesforce proficiency

Coaching and mentoring

Job description

Head of Sales – Service, Global Marine & Navy

Driving Strategic Growth and Building Trusted Partnerships in Marine Services at Johnson Controls

About the Role

As Head of Service Sales, you will lead a global team of Sales Managers across all Marine sectors, driving growth in Service, Parts, and Maintenance for Johnson Controls systems—including HVAC, Fire Suppression, Security, Digital Solutions, and Controls & Automation.

Reporting to the Sales Director, you will spearhead initiatives to increase service repairs and maintenance, win new business, and expand customer share-of-wallet through cross-selling. This role is central to executing a high-impact sales strategy, fostering a coaching-first culture, and delivering exceptional customer value through consultative selling and operational excellence.

You will be supported by inside sales teams and will own direct sales efforts in key market segments, with opportunities to grow and develop the team as success is achieved.

What We Can Offer

• Competitive salary
• Bonus incentive / company car / private medical / life assurance / 7% matched pension contributions / 25 days paid holiday + BH and sick pay.
• Opportunities for career advancement and global exposure
• Access to innovative technology and professional development resources
• A collaborative and innovative work environment
• Commitment to sustainability and responsible practices

Location

Ideally based within EMEA, with proximity to our core customer base. The role involves regular client visits across Europe and beyond, with travel expected to be approximately 20–30 days annually.

Key Responsibilities

• Develop a coaching-first culture through structured feedback and tailored development plans.
• Lead and inspire a regional sales team, promoting accountability and continuous improvement.
• Drive B2B sales across Marine applications, aligning strategies with global service growth objectives.
• Identify and pursue new service opportunities in retrofit and maintenance markets.
• Build long-term partnerships with owners, operators, shipbuilders, defence contractors, and government entities.
• Maintain strong customer relationships through regular engagement and needs-based solutioning.
• Manage sales activities and pipeline using Salesforce, ensuring accurate reporting and forecasting.
• Leverage data to improve win rates and embed best practices in consultative selling.
• Collaborate cross-functionally with engineering, operations, and program teams to align commercial and delivery strategies.
• Mentor and develop talent, creating succession pathways and identifying high-potential individuals.
• Represent Johnson Controls externally, building credibility and influence within the Marine sector.
• Apply Kaizen principles to optimize sales processes and drive continuous improvement.

Candidate Profile

We are seeking a seasoned sales leader with a background in complex engineering sectors, ideally with experience in maritime industries such as naval shipbuilding, commercial vessels, or offshore platforms. You combine strategic vision with hands‑on execution and excel in building long-term customer relationships in technically demanding environments.

• Proven leadership in managing regional sales teams and executing strategic initiatives.
• Deep understanding of Marine market dynamics, including new build, retrofit, and service cycles.
• Strong customer orientation with a consultative approach to solution development.
• Technical proficiency in managing specifications, quotations, and project documentation.
• Data‑driven mindset with expertise in pipeline management and sales performance optimization.
• Commitment to continuous improvement and operational excellence.
• Collaborative approach across commercial, engineering, and delivery teams.
• Proficiency in Salesforce for pipeline and performance tracking.
• Passion for coaching and mentoring future leaders.
• Professional presence and credibility in external stakeholder engagements.

Ready to take the next step in your career? Apply now and become part of a market‑leading team that values innovation, collaboration, and growth.