HVAC Construction Sales Manager (Controls)

Johnson Controls, Inc.; Houston (TX); On-site; USD 121,000 - 175,000; Full time

Job summary

Johnson Controls, Inc. is seeking an HVAC Construction (Controls) Sales Manager to lead a high-impact sales team focused on long-term customer relationships and profitable territory growth in Houston, TX.

You will plan, forecast, and manage performance across assigned accounts, coaching talent to market leading HVAC solutions and bundled offerings while ensuring adherence to JCI sales disciplines and ethics.

Qualifications

• Bachelor's degree or equivalent experience.
• 8 years of proven track record leading sales teams, including motivating, mentoring, and developing others.
• Experience in the HVAC Controls and construction industry.
• Operational business acumen with experience working in a P&L environment.
• Strong negotiation and conflict resolution skills.
• Ability to work effectively in a matrix environment.
• Experience building sales plans, managing pipelines, and forecasting territory performance.
• Ability to develop relationships with owners, architects, consulting engineers, contractors, and internal partners.

Responsibilities

• Lead the HVAC Construction Controls sales team through account management strategies that build durable customer relationships.
• Plan, forecast, and manage territory performance to deliver long‑term profitable growth.
• Direct sales planning, pipeline management, and sales activity in line with JCI Sales Management Disciplines.
• Develop and coach sales talent so the team can sell HVAC Controls construction solutions and bundled offerings effectively.
• Build and maintain strong relationships with key and target owners, architects, consulting engineers, and contractors.
• Increase market penetration by winning new customers and expanding the scope of existing accounts.
• Develop and maintain account plans for strategically important accounts and support new business development across market channels.
• Evaluate customer satisfaction, address issues proactively, and support performance improvement where needed.
• Represent the management team on strategically meaningful key accounts and personally manage key customer relationships.
• Own the sales staffing plan for the assigned geography and partner with Regional HR and Talent Acquisition to recruit, hire, and retain the team.
• Ensure compliance with state, local, and federal legal requirements and operate with high business ethics.
• Monitor business trends, competition, purchasing activity, and market conditions to inform sales strategy.

Skills

Sales leadership

HVAC industry

P&L experience

Negotiation

Relationship building

Forecasting & planning

Matrix organization

Territory management

Team development

Communication

Education

Bachelor's degree

Job description

HVAC Construction (Controls) Sales Manager

At Johnson Controls, we help create smart, healthy, and sustainable buildings. Our work brings together building technologies, HVAC solutions, and customer-focused execution to deliver better outcomes across the built environment.

In this role, you will lead a construction-controls sales team with a clear focus on long‑term customer relationships, disciplined sales execution, and profitable territory growth.

Role Overview

Under general direction, this position leads the HVAC Construction Controls sales business by executing account management strategies that support long‑term growth with targeted customers. You will plan, forecast, manage, and deliver consistent growth across the territory while developing a team that can represent Johnson Controls as a trusted partner across all building types.

Key Responsibilities

• Lead the HVAC Construction Controls sales team through account management strategies that build durable customer relationships.
• Plan, forecast, and manage territory performance to deliver long‑term profitable growth.
• Direct sales planning, pipeline management, and sales activity in line with JCI Sales Management Disciplines.
• Develop and coach sales talent so the team can sell HVAC Controls construction solutions and bundled offerings effectively.
• Build and maintain strong relationships with key and target owners, architects, consulting engineers, and contractors.
• Increase market penetration by winning new customers and expanding the scope of existing accounts.
• Develop and maintain account plans for strategically important accounts and support new business development across market channels.
• Evaluate customer satisfaction, address issues proactively, and support performance improvement where needed.
• Represent the management team on strategically meaningful key accounts and personally manage key customer relationships.
• Own the sales staffing plan for the assigned geography and partner with Regional HR and Talent Acquisition to recruit, hire, and retain the team.
• Ensure compliance with state, local, and federal legal requirements and operate with high business ethics.
• Monitor business trends, competition, purchasing activity, and market conditions to inform sales strategy.

How You Will Do It

• Set clear goals, take ownership of outcomes, and lead with safety, integrity, and accountability.
• Stay close to customers and the work by building trust with owners, architects, engineers, and contractors and by removing barriers that slow progress.
• Use accurate forecasting, strong account plans, and disciplined pipeline reviews to keep the territory on track.
• Coach through regular feedback, active mentoring, and practical development plans that help each salesperson grow.
• Improve every day by addressing performance gaps quickly, speaking candidly, and using problem-solving to drive better results.
• Win as one team by partnering with branch leadership, HR, Talent Acquisition, and support resources to execute against the plan.
• Use your understanding of local market dynamics, community involvement, and professional relationships to stay informed on business, legislative, and purchasing trends.
• Balance top‑line growth with gross margin, EBIT, and trade working capital objectives while maintaining a strong customer experience.

Qualifications

• Bachelor's degree or equivalent experience.
• 8 years of a proven track record leading sales teams, including motivating, mentoring, and developing others.
• Experience in the HVAC Controls and construction industry.
• Operational business acumen with experience working in a P&L environment.
• Strong negotiation and conflict resolution skills.
• Ability to work effectively in a matrix environment.
• Experience building sales plans, managing pipelines, and forecasting territory performance.
• Ability to develop relationships with owners, architects, consulting engineers, contractors, and internal partners.

Why Join Us

This is an opportunity to lead a high‑impact sales organization in a business that supports smarter buildings and better customer outcomes. You will work closely with customers and internal partners to shape growth, strengthen relationships, and help a talented team perform at its best.

HIRING SALARY RANGE: $121k-175k (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. If you believe your background warrants consideration beyond the stated range, weencourage you to apply.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

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