HVAC Equipment Sales Manager

1008 Johnson Controls Inc.; Dallas (TX); On-site; USD 150,000 - 197,000; Full time

Benefits offered by this job

Competitive salary

Generous paid vacation, holidays, and

Sick time - 15 days in your first year

Comprehensive benefits from day one

On-the-job and cross-training

Zero Harm safety culture

Employee discount programs

Job summary

Johnson Controls in Dallas is seeking a senior sales leader to drive HVAC equipment business across assigned markets. You will lead a high-performing team, expand strategic partnerships with agents, and deliver profitable growth while meeting margin targets.

You will build executive relationships with owners, architects, and contractors, manage forecasts and pipeline, and develop account plans. The role requires travel and a track record of revenue growth; salary range is $150,000–$197,000 with

Qualifications

• Bachelor’s degree in Business, Engineering, Construction Management, or related field.
• 5+ years of experience in HVAC equipment sales / building systems.
• 3-5 years of sales leadership experience.
• Proven ability to achieve sales, growth, profitability, and market share.
• Experience building relationships with equipment sales reps, contractors, engineers, owners.
• Experience with CRM, forecasting, and pipeline management.
• Willingness to travel locally.

Responsibilities

• Lead strategic partnerships with equipment sales agents to drive growth.
• Provide leadership for HVAC Equipment business across markets, developing growth strategies.
• Partner with key sales agencies to align objectives and drive growth.
• Lead, develop, and empower a high-performing sales organization.
• Drive sales excellence through disciplined account management and pipeline management.
• Build executive relationships with owners, architects, and contractors to influence outcomes.
• Translate business objectives into actionable sales plans and execution.
• Foster accountability, collaboration, and continuous improvement across the sales team.

Skills

HVAC sales

Sales leadership

Account management

Forecasting

CRM usage

Strategic partnerships

Education

Bachelor’s degree

Tools

CRM software

Sales forecasting tools

Job description

Advance your career with the Johnson Controls team! 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. We recognize that a fulfilling career is supported by your overall wellbeing. That's why we offer a comprehensive benefits package designed to support you in multiple aspects of life, including:

• Competitive salary
• Generous paid vacation, holidays, and sick time - 15 days of vacation in your first year to promote work-life balance
• Comprehensive benefits package, including 401K, medical, dental, and vision care, available from day one
• An encouraging and collaborative team environment that values diverse perspectives and fosters innovation
• On-the-job and cross-training opportunities
• A strong commitment to safety through our Zero Harm policy, ensuring a safe and secure workplace for all employees
• JCI Employee discount programs (The Loop by Perk Spot)

Become part of a culture that celebrates your achievements and encourages your voice and ideas. Your next great opportunity for advancement is right at your fingertips! Take the initiative to explore your potential and embark on an exciting career journey with Johnson Controls.

What you will do

• Cultivate and expand strategic partnerships with our leading equipment sales agents to drive mutual growth, strengthen market presence, and deliver exceptional customer value.
• Provide overall leadership for the HVAC Equipment business across assigned markets, developing and executing growth strategies that foster long-term customer relationships, expand market share, and deliver profitable business results.
• Serve as a strategic partner to key sales agencies, ensuring alignment of business objectives and accountability for profitable sales growth, market penetration, and operational performance.
• Lead, develop, and empower a high-performing sales organization to position JCI as the preferred equipment provider across all building segments.
• Drive sales excellence through disciplined account management, forecasting, pipeline management, talent development, and rigorous execution of JCI Sales Management Disciplines.
• Build and maintain executive-level relationships with owners, architects, consulting engineers, and contractors to influence project outcomes, shape market opportunities, and accelerate business performance.

How you will do it

• Lead account assignment, territory coverage, and sales resource deployment to maximize customer engagement and achieve sales plan objectives.
• Deliver profitable sales growth while meeting gross margin, EBIT, and Trade Working Capital (TWC) targets for the assigned markets.
• Maintain accurate sales forecasts and pipeline visibility, ensuring effective allocation of sales support resources and proactive management of business opportunities and risks.
• Drive market penetration by securing new customers and expanding relationships with owners, architects, consulting engineers, mechanical contractors, and other key stakeholders.
• Ensure the development and execution of account plans for key and target accounts, identifying growth opportunities and increasing share of wallet across the customer base.
• Partner closely with equipment sales agents and the local branch to align sales strategies, strengthen market presence, and achieve mutual growth objectives.
• Represent the management team on strategically important key accounts, establishing and maintaining long‑term executive relationships that influence opportunities, strengthen customer loyalty, and support sustainable growth.
• Develop the capabilities of the sales team through coaching, performance management, training, and ongoing sales enablement, ensuring proficiency across JCI's full portfolio of solutions.
• Translate business objectives into actionable sales strategies and execution plans that drive profitable growth and market share expansion.
• Foster a culture of accountability, customer focus, collaboration, and continuous improvement across the sales organization.

What we look for

• Required Bachelor’s degree in Business, Engineering, Construction Management, or a related field, or equivalent combination of education and industry experience.
• 5+ years of experience in HVAC equipment sales, applied HVAC systems, building systems, or related field operations.
• 3-5 years of sales leadership experience with demonstrated success leading, coaching, and developing sales professionals.
• Proven ability to achieve sales, growth, profitability, and market share objectives.
• Experience building and managing relationships with equipment sales representatives, contractors, consulting engineers, owners, and other key market influencers.
• Demonstrated success in account management, business development, and strategic customer relationship management.
• Experience utilizing CRM, sales forecasting, and pipeline management tools to drive business performance.
• Strong financial and business acumen, including experience managing sales performance against revenue, margin, and growth objectives.
• Ability to influence and collaborate across matrixed teams to drive customer outcomes and business results.
• Available for frequent local travel.

Preferred Qualifications

• Bachelor's degree in Engineering, Business, or a related discipline.
• Experience leading sales through independent manufacturers' representatives or channel partners.
• Knowledge of HVAC equipment applications, systems design, and specification sales.
• Experience working with owners, consulting engineers, architects, and mechanical contractors throughout the project lifecycle.
• Demonstrated success growing market share and expanding business within existing accounts.
• Experience leading strategic account planning and managing key customer relationships.
• Proven ability to develop and manage strategic partnerships with external sales agencies, driving alignment, accountability, market growth, and customer engagement.
• MBA or advanced business education is a plus.

Salary Range: HIRING SALARY RANGE: $150,000-197,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply.

To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.

Johnson Controls: Enhancing the Intelligence of Buildings Your buildings have a purpose. They are places for people to live or work. Facilities for learning or healing. Venues for entertainment and shopping. Sites for the specialized storage of tangible goods or mission‑critical data. Your buildings have a huge variety of functions; they are central to your mission. This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. A smarter building is safer, more comfortable, more efficient, and, ultimately, more sustainable. Most important, smarter buildings let you focus more intensely on your unique mission. Better for your people. Better for your bottom line. Better for the planet. 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.