Sales Leader, Controls Solutions

Johnson Controls, Inc.; Selangor; On-site; MYR 180,000 - 300,000; Full time

Job summary

Johnson Controls Malaysia is seeking a Sales Lead to drive revenue growth across our building systems portfolios. You will report to the Country Leader of Malaysia and lead account management, forecasting, and sales staff development to secure long-term customer relationships.

The role requires a Bachelor's in engineering and 10+ years in sales/operations within building systems, with prior supervisory experience. A strong network among architects and contractors will be advantageous.

Qualifications

• Bachelor's degree in engineering or related field.
• 10+ years of sales and/or operational experience in building systems, products and services.
• Prior lead or supervisory role with responsibility for others' productivity or development.

Responsibilities

• Execute sales and account management strategies to build long-term customer relationships.
• Plan, forecast, manage and deliver profitable branch growth.
• Develop and direct the sales force to be the premier supplier of equipment across building types.
• Lead account planning, sales pipeline management and staff development.
• Establish and maintain long-term relationships with key accounts and stakeholders.
• Lead recruitment and retention of sales staff within the local geography.

Skills

Sales leadership

Account management

Forecasting

Team development

Strategic planning

Education

Bachelor's degree in engineering

Job description

Build your best future with the Johnson Controls team As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What you will do:

As a member of our dynamic Malaysia team within Johnson Controls, the Sales Lead will play a key role in supporting either one of the business verticals Public Sector, Education, Transportation, Healthcare, Commercial, Industrial Solutions or Data Center. Reporting directly to the Country Leader of Malaysia, the successful candidate will be responsible for:

• Executing sales & account management strategies that facilitate long-term customer relationships with targeted customers.
• Plan, forecast, manage and deliver consistent long-term profitable branch growth.
• Develop and direct the sales force to be the premier supplier of equipment across all building types.
• Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines.
• Personally, establish and maintain long term customer relationships with key and target owners, architects, consulting engineers and contractors to influence opportunities.
• Through active leadership participation in the local community and professional organizations, maintain an understanding of the business environment (i.e. legislative, purchasing, and market trends).

How you will do it:

• Manage account assignments sales team to ensure secure sales performance to plan.
• Responsible for top-line growth of revenue as well as meeting growth objectives around gross margin and EBIT. Also responsible for meeting plan objectives regarding trade working capital (TWC).
• Deliver accurate and timely forecasting of sales and the corresponding allocation of sales support resources.
• Provide performance management by setting clear goals, investing personal time in employee development, actively coaching
• Increase market penetration in local business by securing new customers and expanding the scope of the existing customer base with owner, architectural engineer and mechanical consultants and contractor accounts.
• Ensure the development and maintenance of Account Plans with all key and target accounts and the development of new business and demonstrate an understanding of the various channels in the market and how they inter-relate with the Branch business.
• Understand the business environment of branch markets including competition, purchasing and business trends. Accountable for integration of construction sales team activity within assigned staffing geography.
• Evaluate Johnson Controls’ local performance in customer satisfaction and provides leadership for performance enhancement and proactive resolution of issues.
• Participate as the management team representative on strategically important key accounts. Establish and maintain personal long-term customer relationships with strategically important accounts to influence opportunities.
• Own and manage the sales staffing plan for the assigned local geography. Working with the Regional HR and Talent Acquisition team to recruit, hire, and retain sales and sales support staff to plan.

What we look for:

• Bachelor's degree in engineering or related fields.
• 10+years of sales and/or operational experience in building systems, products and services.
• Prior experience in a lead or supervisory role with responsibility for the productivity or development of others.

The future is being built today, and Johnson Controls is making that future more productive, more secure and more sustainable. We create intelligent buildings, efficient energy solutions and integrated infrastructure that work seamlessly together to deliver on the promise of smart cities and communities. At its core, that promise is about delivering innovation that make people’s lives – and the world – better.

Johnson Controls is a global diversified technology and multi industrial leader serving a wide range of customers in more than 150 countries. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. We are committed to helping our customers win everywhere, every day and creating greater value for all of our stakeholders through our strategic focus on buildings.

Johnson Controls Building Technologies and Solutions Malaysia is a single source provider of integrated smart green building systems, services and solutions. The comprehensive life-cycle approach to in‑building technology and operations includes planning and design, installation, integration, optimization and maintenance. Our products are installed in more than 35 percent of commercial buildings in Malaysia.

With the global merger between Johnson Controls and Tyco in 2016, we have an even stronger suite of offerings for our customers, including verticals such as data centers, healthcare and transportation.

Johnson Controls Building Technologies and Solutions Malaysia now has 600 employees in ten locations. Besides products and solutions, we provide comprehensive service support combining all of the service strength and expertise of York, Johnson Controls and Tyco.

Johnson Controls has been steadily expanding its presence in Malaysia since one of its brands, YORK®, was first introduced into the country in 1978. Johnson Controls now operates in Malaysia through the following entities:

Johnson Controls (M) Sdn. Bhd. (JCM, incorporated 1983)

York (Malaysia) Sales & Service Sdn. Bhd. (YMSS, incorporated 1988)

ADT Services (M) Sdn. Bhd. (ASM, incorporated 1991)

Tyco Fire, Security & Services Malaysia Sdn. Bhd. (TFSSM, incorporated 1993)

Johnson Controls Hitachi Air Conditioning Sales Malaysia Sdn. Bhd. (incorporated 2018) – this is wholly owned by Johnson Controls-Hitachi (JCH) which is majority owned by Johnson Controls

Johnson Controls is fast emerging as a leader in combining its traditional strengths in building technology and system integration with digital innovations. In 2019, Johnson Controls was named “IoT Innovator of the Year” by IoT Breakthrough Awards and won the IBcon Digie Award for its groundbreaking work on an iconic AI-powered smart building.

Keep in touch with these exciting developments by following us at “Johnson Controls Asia Pacific” on LinkedIn.