Territory Account Manager

YDU JC Air Cond & Ref Inc.- Dubai; Manchester; On-site; GBP 70,000 - 120,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commission

Company car or car allowance

Pension and life assurance

25 days annual leave + bank holidays

Employee assistance programme

Career development and training

Employee discounts and wellbeing

Job summary

Johnson Controls is seeking a Territory Account Manager in the UK to drive the growth of its service and solutions portfolio across large customer accounts. You will sell installations, PSAs, and lifecycle & maintenance services, engaging with directors to deliver tailored solutions and sustainable business growth.

A consultative approach and cross-functional collaboration with engineering, operations and delivery teams are required.

Qualifications

• Proven track record of achieving sales targets in B2B environments.
• Experience selling to large enterprise or strategic accounts.
• Ability to influence at director level and above.
• Strong consultative selling and negotiation skills.
• Experience developing account strategies for complex opportunities.
• Commercial awareness with compelling value propositions.
• Excellent communication, presentation, and relationship skills.
• Self-motivated with ability to manage priorities across a territory.
• Valid UK driving licence.

Responsibilities

• Develop and execute strategic account plans across a designated territory.
• Identify, qualify, and secure opportunities for installations, PSAs, and L&M service contracts.
• Build and maintain relationships with directors, operational leaders, and procurement teams.
• Conduct consultative sales discussions to address customer challenges with bespoke solutions.
• Collaborate with engineering, operations, estimating, and service teams on proposals.
• Manage full sales cycle from prospecting to negotiation and closing contracts.
• Maintain pipeline and provide regular sales forecasts through CRM.
• Monitor market activity and competitor offerings to identify growth opportunities.
• Ensure customer satisfaction through proactive account management.

Skills

Sales targets

B2B sales

Executive stakeholder engagement

Consultative selling

Account strategy development

Commercial awareness

Communication skills

Self-motivation

Full UK driving licence

Job description

Territory Account Manager

What You Will Do

As a Territory Account Manager, you will be responsible for driving the growth of Johnson Controls' service and solutions portfolio across a portfolio of large customer accounts. Focusing on the sale of Installations, Planned Service Agreements (PSAs), and Lifecycle & Maintenance (L&M) services, you will engage with senior decision-makers to develop tailored solutions that address complex customer requirements. Working closely with technical, operations, and delivery teams, you will adopt a consultative sales approach to identify opportunities, strengthen customer relationships, and deliver sustainable business growth. This is a high-impact role requiring strategic thinking, commercial acumen, and the ability to influence stakeholders at director level and above.

What We Offer

• Competitive base salary and uncapped commission structure
• Company car or car allowance
• Comprehensive benefits package including pension and life assurance
• 25 days annual leave plus bank holidays
• Employee assistance programme
• Career development and ongoing training opportunities
• Access to employee discounts and wellbeing initiatives
• Opportunity to work with industry-leading products, services, and technologies

How You Will Do It

• Develop and execute strategic account plans across a designated territory.
• Identify, qualify, and secure opportunities for installations, PSAs, and L&M service contracts.
• Build and maintain strong relationships with key stakeholders, including directors, operational leaders, and procurement teams.
• Conduct consultative sales discussions to understand customer challenges and develop bespoke solutions.
• Collaborate with engineering, operations, estimating, and service teams to deliver customer-focused proposals.
• Manage the full sales cycle from prospecting through to negotiation and contract close.
• Maintain an accurate pipeline and provide regular sales forecasts through CRM systems.
• Monitor market activity, competitor offerings, and industry trends to identify growth opportunities.
• Ensure customer satisfaction through proactive account management and ongoing engagement.
• Consistently achieve and exceed sales targets, revenue objectives, and profitability goals.

What We Are Looking For

Required:

• Proven track record of achieving sales targets within B2B technical, service, or solutions-based environments.
• Experience selling to large enterprise or strategic accounts.
• Ability to engage and influence stakeholders at director level and above.
• Strong consultative selling and negotiation skills.
• Experience developing account strategies and managing complex sales opportunities.
• Commercial awareness with the ability to build compelling value propositions.
• Excellent communication, presentation, and relationship management skills.
• Self-motivated with the ability to manage priorities across a broad geographic territory.
• Full UK driving licence.

Preferred:

• Experience within fire, security, building solutions, HVAC, building controls, or related technical service industries.
• Knowledge of service agreements, maintenance contracts, or lifecycle solutions.
• Familiarity with CRM platforms and structured sales methodologies.
• Experience working with integrated or bespoke customer solutions.

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 help customers achieve their sustainability and operational goals while creating smarter, healthier and more resilient environments.

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.