Area Service Sale Leader-Mid Atlantic Region

Johnson Controls, Inc.; Capitol Heights (MD); On-site; USD 142,000 - 213,000; Full time

Job summary

Johnson Controls, Inc. is seeking an Area Service Sales Leader to drive HVAC service sales growth across the Mid-Atlantic region.

You will align Area leaders, sales, and service teams to deliver recurring revenue, profitable service volume, and enhanced customer value in a complex multi-market environment. This enterprise-influence role emphasizes coaching, market prioritization, and disciplined operating rhythms without direct reports, with travel across the Area to execute the service strategy

Qualifications

• Bachelor’s degree in business, engineering, a technical discipline, or equivalent relevant experience.
• 10+ years of progressive experience in HVAC, building systems, technical services, or complex B2B sales, including leadership of multi‑market growth initiatives.
• Proven success delivering service sales growth, recurring revenue, profitability, pipeline health, and forecast accuracy.
• Strong knowledge of commercial HVAC service offerings, planned service agreements, customer economics, contract‑based services, selling models, and CRM‑enabled sales management.
• Proven ability to lead through influence, coach leaders, and drive accountability without direct reporting authority in a matrixed organization.
• Experience identifying, onboarding, coaching, and developing sales talent and supporting succession planning.
• Ability to communicate credibly with executive customers, Area Vice Presidents, systems sales and service operations leaders, and front‑line teams.

Responsibilities

• Translate North America and Area service growth strategy into clear market priorities, performance expectations, and execution plans.
• Deliver the Area operating plan for service volume, revenue, margin, recurring revenue, retention, and service attachment.
• Ensure service growth priorities are executable at the market level through role clarity, standard work, defined service sales motions, and clear accountability.
• Diagnose performance gaps by market, customer segment, seller, offering, and funnel stage, and align corrective actions with Market General Managers and front‑line sales leaders.
• Lead a consistent weekly, monthly, and quarterly service sales management cadence across the Area.
• Drive pipeline sufficiency by line of business, targeting at least 3x the applicable annual bookings requirement unless a different operating standard is established.
• Improve opportunity quality, stage discipline, conversion, velocity, aging, and CRM adoption.
• Validate monthly forecasting accuracy within ±10%, unless superseded by the current operating plan.
• Use performance data and structured problem solving to identify risks, remove barriers, scale best practices, and sustain improvement.
• Build and expand relationships with strategically important customers and executive stakeholders to shape opportunities and accelerate growth.
• Drive new planned service agreement bookings, renewal and retention performance, recapture of the installed base, and lifecycle value selling.
• Partner with systems sales and service operations to increase service attachment at the point of sale and across the customer lifecycle.
• Coach and enable Market General Managers, front‑line sales leaders, and service sales teams through influence rather than direct authority.
• Support onboarding, sales methodology adoption, account planning, opportunity coaching, performance inspection, and leadership standard work.
• Assess seller capacity, coverage, productivity, and capability needs, and recommend targeted resource or development actions.
• Act as the service sales connective point among the Area VP, Area Sales Leader, Area Service Leader, Market General Managers, front‑line leaders, sellers, and functional partners.
• Partner with service operations to align growth ambition, customer commitments, labor capacity, solution quality, and execution readiness.
• Collaborate with Service Sales Enablement to drive service strategy adoption and commercial execution within the Area.
• Lead implementation and adoption of service sales motions, programs, tools, and standard operating procedures across local markets.

Skills

Leadership

Strategic thinking

Analytical skills

Communication

Influence without authority

Education

Bachelor’s degree in business, engineering, a technical discipline, or equivalent relevant experience

Tools

CRM systems

Job description

Area Service Sales Leader

Johnson Controls is a global leader in HVAC, building technologies, and service solutions, helping customers improve comfort, reliability, and business performance. In this role, you will help shape how our HVAC service strategy is executed across one of our North America Areas.

Role Overview

As the Area Service Sales Leader, you will lead the deployment and execution of the HVAC service sales growth strategy across one the Mid-Atlantic Region. As a member of the Area Management Team, you will partner with the Area VP, Area Sales Leader, and Area Service Leader to deliver profitable service volume growth, recurring revenue, customer retention, and increased service attachment.

This is an enterprise influence role without direct reports. You will enable and align sellers, service leaders, and market teams through clear priorities, disciplined operating rhythms, coaching, performance visibility, and cross-functional problem solving. Success depends on translating enterprise service strategy into market-level sales behaviors, account plans, pipeline actions, customer plays, and capability-building priorities that help the Area deliver annual service growth targets.

Key Responsibilities

• Translate North America and Area service growth strategy into clear market priorities, performance expectations, and execution plans.

• Deliver the Area operating plan for service volume, revenue, margin, recurring revenue, retention, and service attachment.

• Ensure service growth priorities are executable at the market level through role clarity, standard work, defined service sales motions, and clear accountability.

• Diagnose performance gaps by market, customer segment, seller, offering, and funnel stage, and align corrective actions with Market General Managers and front‑line sales leaders.

• Lead a consistent weekly, monthly, and quarterly service sales management cadence across the Area.

• Drive pipeline sufficiency by line of business, targeting at least 3x the applicable annual bookings requirement unless a different operating standard is established.

• Improve opportunity quality, stage discipline, conversion, velocity, aging, and CRM adoption.

• Validate monthly forecasting accuracy within ±10%, unless superseded by the current operating plan.

• Use performance data and structured problem solving to identify risks, remove barriers, scale best practices, and sustain improvement.

• Build and expand relationships with strategically important customers and executive stakeholders to shape opportunities and accelerate growth.

• Drive new planned service agreement bookings, renewal and retention performance, recapture of the installed base, and lifecycle value selling.

• Partner with systems sales and service operations to increase service attachment at the point of sale and across the customer lifecycle.

• Coach and enable Market General Managers, front‑line sales leaders, and service sales teams through influence rather than direct authority.

• Support onboarding, sales methodology adoption, account planning, opportunity coaching, performance inspection, and leadership standard work.

• Assess seller capacity, coverage, productivity, and capability needs, and recommend targeted resource or development actions.

• Act as the service sales connective point among the Area VP, Area Sales Leader, Area Service Leader, Market General Managers, front‑line leaders, sellers, and functional partners.

• Partner with service operations to align growth ambition, customer commitments, labor capacity, solution quality, and execution readiness.

• Collaborate with Service Sales Enablement to drive service strategy adoption and commercial execution within the Area.

• Lead implementation and adoption of service sales motions, programs, tools, and standard operating procedures across local markets.

How You Will Do It

• You will own outcomes with accountability, safety, and integrity, ensuring priorities are clear and execution is measurable.

• You will stay close to the work, listen to market realities, and remove obstacles quickly so customers and teams can move forward.

• You will use cadence, performance visibility, and disciplined follow‑up to keep service growth actions on track.

• You will apply data, candor, and structured problem solving to improve pipeline health, forecast quality, and conversion performance every day.

• You will win as one team by building trust across sales, service operations, enablement, and market leadership, while welcoming diverse perspectives.

• Use coaching, inspection, and field collaboration to strengthen capability without relying on direct reporting authority.

• Align account planning, customer plays, and resource deployment to the highest‑value opportunities and installed‑base priorities.

• Promote consistent adoption of CRM, service sales motions, and standard work so local execution scales across the Area.

Qualifications

• Bachelor’s degree in business, engineering, a technical discipline, or equivalent relevant experience.

• Typically 10+ years of progressive experience in HVAC, building systems, technical services, or complex B2B sales, including leadership of multi‑market growth initiatives.

• Demonstrated success delivering service sales growth, recurring revenue, profitability, pipeline health, and forecast accuracy.

• Strong knowledge of commercial HVAC service offerings, planned service agreements, customer economics, contract‑based services, selling models, and CRM‑enabled sales management.

• Proven ability to lead through influence, coach leaders, and drive accountability without direct reporting authority in a matrixed organization.

• Experience identifying, onboarding, coaching, and developing sales talent and supporting succession planning.

• Ability to communicate credibly with executive customers, Area Vice Presidents, systems sales and service operations leaders, and front‑line teams.

• Strong financial acumen, analytical capability, structured problem solving, change leadership, and learning agility.

• Ability to travel throughout the assigned Area as business needs require.

Nice to Have

• Experience leading service growth programs across multiple markets or business units.

• Background in planned service agreements, installed‑base recapture, and lifecycle value selling.

• Experience improving service attachment and recurring‑revenue performance through cross‑functional selling motions.

• Familiarity with Johnson Controls service sales motions, enablement programs, and operating rhythms.

Why Join Us

At Johnson Controls, you will be part of a collaborative environment where service growth, customer impact, and continuous improvement matter. This role offers the opportunity to influence a broad area, work across commercial and service leaders, and help shape how our teams deliver recurring revenue and long‑term customer value.

HIRING SALARY RANGE: $142,000-$213,000 (Salary to be determined by the education, experience,knowledge, skills, and abilities of the applicant, internal equity, and alignment with marketdata.) This role offers a competitive Bonus plan that will take into account individual, group,and corporate performance. This position includes a competitive benefits package. Theposted salary range reflects the target compensation for this role. However, we recognizethat exceptional candidates may bring unique skills and experiences that exceed the typicalprofile. To support an efficient and fair hiring process, we may usetechnology assisted tools, including artificial intelligence (AI), to help identify and evaluatecandidates. All hiring decisions are ultimately made by human reviewers. For details, pleasevisit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us