Sales Manager – HVAC & Industrial Refrigeration - UK

Johnson Controls, Inc.; Birmingham, North East; Remote; GBP 90,000 - 130,000; Full time

Job summary

Johnson Controls, Inc. seeks a Sales Manager to grow the HVAC and Industrial Refrigeration business across the UK.

You will build relationships with end users, contractors and key decision-makers while developing opportunities and managing the full sales cycle from initial engagement to close. This role requires technical solution selling, strong commercial acumen and the ability to work across sales, service and operations to deliver value.

Qualifications

• Strong B2B sales experience within HVAC or Industrial Refrigeration.
• Proven track record of developing new business and profitable growth.
• Experience selling technical solutions, projects, systems or service propositions.
• Strong understanding of complex B2B sales cycles and solution selling.
• Comfortable engaging with end users, contractors, consultants and senior decision-makers.
• Commercially driven with strong negotiation and relationship-building skills.
• Ability to identify opportunities and translate customer requirements into viable solutions.

Responsibilities

• Develop and execute sales plans to grow the HVAC and Industrial Refrigeration business across the UK.
• Identify and win new customers, projects and market opportunities.
• Develop opportunities across new systems, installations, upgrades, modernisation and lifecycle/service solutions.
• Build strong relationships with end users, contractors, consultants and other key stakeholders.
• Understand customer requirements and work with technical teams to develop commercially compelling solutions.
• Manage opportunities through the full sales cycle, from initial engagement through quotation, negotiation and close.
• Maintain a strong, visible sales pipeline and accurate customer information within CRM.
• Identify market trends, competitor activity and emerging customer needs to support our commercial strategy.
• Work closely with sales, service, operations and technical teams to ensure a joined-up customer experience.
• Represent Johnson Controls at customer meetings, industry events and networking opportunities.

Skills

B2B sales

HVAC

Industrial Refrigeration

Solution selling

Negotiation

Relationship building

Job description

Sales Manager – HVAC & Industrial Refrigeration - UK

Build relationships. Create opportunities. Drive growth.

Location: Flexible across the UK

Johnson Controls supports customers across HVAC and Industrial Refrigeration with solutions designed to improve performance, reliability and long-term operational value.

We’re looking for an experienced Sales Manager to help grow our HVAC and Industrial Refrigeration business across the UK. This is a commercially focused role for someone who understands technical solution selling, knows how to develop new business and can build trusted relationships with customers, contractors and key decision-makers.

What You Will Do

You will take ownership of developing sales opportunities across the UK, growing both existing customer relationships and new business.

Key responsibilities will include:

• Develop and execute sales plans to grow the HVAC and Industrial Refrigeration business across the UK.
• Identify and win new customers, projects and market opportunities.
• Develop opportunities across new systems, installations, upgrades, modernisation and lifecycle/service solutions.
• Build strong relationships with end users, contractors, consultants and other key stakeholders.
• Understand customer requirements and work with technical teams to develop commercially compelling solutions.
• Manage opportunities through the full sales cycle, from initial engagement through quotation, negotiation and close.
• Maintain a strong, visible sales pipeline and accurate customer information within CRM.
• Identify market trends, competitor activity and emerging customer needs to support our commercial strategy.
• Work closely with sales, service, operations and technical teams to ensure a joined-up customer experience.
• Represent Johnson Controls at customer meetings, industry events and networking opportunities.

How You Will Do It

• Take ownership of your market and proactively create new opportunities.
• Stay close to customers and understand the commercial and technical challenges they are trying to solve.
• Build credibility by combining strong commercial skills with an understanding of HVAC and Industrial Refrigeration solutions.
• Focus your time on opportunities that deliver sustainable revenue and margin growth.
• Work collaboratively across Johnson Controls to bring the right expertise to each opportunity.
• Build long-term relationships rather than focusing solely on individual transactions.
• Operate with accountability, integrity and a strong focus on customer outcomes.

What We Look For

• Strong B2B sales experience within HVAC, Industrial Refrigeration or a closely related technical market.
• Proven track record of developing new business and delivering profitable sales growth.
• Experience selling technical solutions, projects, systems or service-based propositions.
• Strong understanding of complex B2B sales cycles and solution selling.
• Confidence engaging with end users, contractors, consultants and senior decision-makers.
• Commercially driven, with strong negotiation and relationship-building skills.
• Ability to identify opportunities and translate customer requirements into commercially viable solutions.
• Comfortable working independently across a UK-wide territory while collaborating with internal teams.

Nice to Have

• Direct experience within Industrial Refrigeration.
• Knowledge of HVAC systems, chillers, heat pumps or refrigeration solutions.
• Experience selling installation, modernisation or upgrade projects.
• Experience within markets such as food and beverage, cold storage, logistics, pharmaceuticals, manufacturing or other industrial environments.
• An established network across the UK HVAC or Industrial Refrigeration market.
• Experience working within a multinational or matrix organisation.

Why Join Us?

This is an opportunity to play a key role in growing our HVAC and Industrial Refrigeration business across the UK.

You’ll have the opportunity to develop new markets, build strategic customer relationships and work alongside experienced technical, service and commercial teams to deliver solutions to customers with complex requirements.

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