Senior Manager - Solution Development, Applied Equipment

Johnson Controls; Mumbai; On-site; INR 3,500,000 - 5,200,000; Full time

Job summary

Johnson Controls in Mumbai or Gurgaon seeks a Senior Manager- Solution Development, Applied Equipment, to enable the sales team and drive large HVAC opportunities. The role focuses on stakeholder mapping, early engagement, and tender strategy to secure favorable specifications.

You will act as a SME for chillers and HVAC systems, coordinate with consultants and customers, and lead technical input during tender processes to maximize win potential.

Qualifications

• 10+ years experience in CFS or HVACR service or sales.
• Good communication and relationship management skills.
• Degree onwards or relevant industry experience

Responsibilities

• Enable sales organization to achieve yearly plan by increasing hit rate in large opportunities.
• Map stakeholders (Consultants/End users/Contractors/PMC) in the region and maintain rapport.
• Engage early with stakeholders to understand their pipeline and input into SFDC.
• Identify major jobs conceptually and engage decision makers to align specifications and tender requirements.
• Provide right technical inputs/feedback to sales during tender processes.
• Focus on large projects where end users are decision makers and push solutions.
• Break competition accounts through ongoing engagement and information sharing.
• Organize and deliver presentations and site visits for end users and consultants.
• Gather market feedback and inform senior management to improve customer satisfaction.

Education

Bachelor's degree or equivalent

Job description

Senior Manager- Solution Development, Applied Equipment

Who we are?

About Johnson Controls

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 elevate customer performance, turn goals into real-world results and help move society forward.

Visit johnsoncontrols.com for more information and follow @Johnsoncontrols on socialplatforms.

Why JCI:

https://www.youtube.com/watch?v=nrbigjbpxkg

Asia-Pacific LinkedIn:

https://www.linkedin.com/showcase/johnson-controls-asia-pacific/posts/?feedView=all

Career:

The Power Behind Your Mission

OpenBlue:

This is How a Space Comes Alive

Job Location : Mumbai OR Gurgaon

What will you do?

Role is to Enable sales organization to achieve the yearly plan by increasing hit rate in large opportunities by promoting YORK chillers and other HVAC solutions thru Opportunity planning, Market intelligence (Competitor information/ Activities) and networking with stake holders. The following activities are part of the job.

• Mapping all the stake holders (Consultants/End user/Contractors/PMC etc.) in the region and keeping a good rapport and relationship with them.
• Early engagement with stakeholders to understand their pipeline and populate the same in SFDC
• Identify major jobs (Value wise/Product wise) at conceptualization stage itself / engage ourselves with decision makers and have special focus on those to have our product/solutions specifications / favorable configuration etc. in the tender for all possible packages (Chillers & HVAC Solutions)
• Help the sales team whenever & wherever necessary once the tender is out with the right technical inputs /feedback etc.
• Special focus on identifying large jobs where End user is the decision maker to push our solutions directly
• Breaking competition accounts through continuous engagement / sharing of right information / showcasing our abilities.
• Organizing & delivering presentations thru various avenues
• Organize site visits / seminars for End users / consultants
• Getting feedback from the market and give inputs to senior management on issues affecting customer satisfaction levels (be a part of the process if it helps to increase the Customer satisfaction by collaborating with internal teams)
• Become a “SME” on Chillers and overall HVAC system as such and a preferred person to consultants & customers for any information

Key Performance indicators

• Increase in no. of jobs / Value of “favorable” pipeline year on year
• Achieving the assigned target from the BOD pipeline**. The expected target value shall be a minimum of 40% of the sales target assigned for Vertical business for the region.
• Increasing the favorable pipeline, hit rate and footprint across West region for Chillers & HVAC products.
• Increase in the number of customers/consultants in the region who become “Favorable” to JCI.

What we look for?

• A results-driven mentality with a can-do attitude and ability to provide out-of-the-box solutions.
• To successfully meet Service growth objectives by identifying and selling new PSA and O&M opportunities (along with renewal opportunities)
• Preferred Educational Level: Degree onwards and/or relevant industry experience
• Experience Required: 10+ years and above experience in CFS or HVACR industry service or sales function
• Good communication, analytical, organizing & relationship management skills
• Must be a proactive team player
• A results-driven mentality with a can-do attitude and ability to provide out-of-the-box solutions

What We Offer

We offer an exciting and challenging position. Joining us you will become part of a leading global multi-industrial corporation defined by its stimulating work environment and job satisfaction. In addition, we offer outstanding career development opportunities which will stretch your abilities and channel your talents

Diversity & Inclusion

Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers’ vision for success. Our High-Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate. Our D&I mission elevates each employee’s responsibility to contribute to our culture. It’s through these contributions that we’ll drive the mindsets and behaviors we need to power our customers’ missions. You have the power. You have the voice. You have the culture in your hands.