HVAC Sales Manager

Johnson Controls; Arlington Heights (IL); On-site; USD 121,000 - 190,000; Full time

Job summary

Johnson Controls is seeking a seasoned HVAC Sales Manager to guide the Systems sales business across a defined geography. You will build trusted customer relationships, lead a high-performing sales team, and execute account strategies that support profitable growth and long-term customer value.

The role covers owner-direct and construction sales for controls, equipment, low-voltage tech, service agreements, and retrofit solutions.

Qualifications

• Bachelor’s degree in Engineering, Business, or Marketing OR Equivalent Industry Experience in HVAC Sales & Leadership.
• Five to eight years of progressive sales and/or operational experience in building systems, products, or services.
• Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.
• Demonstrated ability to manage a high-volume, transaction-based sales team.
• Experience with strategic selling, account management, sales planning, forecasting, and customer relationship development.
• Ability to lead cross-functional teams and work effectively across multiple customer levels.
• Experience supporting sellers who manage construction and retrofit opportunities across multiple stakeholders.
• Strong communication, coaching, and project management skills.

Responsibilities

• Lead account management and sales planning activities that support long-term customer relationships and branch growth.
• Set and deliver revenue, margin, and market share objectives for the assigned geography.
• Grow bookings by expanding wallet share with existing customers and developing new accounts.
• Direct the sales team to sell HVAC solutions across new construction, retrofit, service agreements, controls, O&M, labor, and materials.
• Build strategic relationships with owners, architects, consulting engineers, general contractors, mechanical contractors, and electrical contractors.
• Coach, hire, develop, and retain sales talent while improving performance through structured management practices.
• Partner with installation and service leaders to strengthen customer support and align branch execution.
• Represent Johnson Controls in the market through customer meetings, industry events, and local community engagement.

Skills

Leadership

Communication

Coaching

Project management

Strategic selling

Account management

Forecasting

Sales planning

Education

Bachelor’s degree in Engineering, Business, or Marketing OR Equivalent Industry Experience in HVAC Sales & Leadership

Job description

About Us

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.

About Us

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.

HVAC Sales Manager

Johnson Controls is a global leader in thermal management, mission-critical building systems, and energy efficiency, and decarbonization. We help customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in demanding environments such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. With advanced technology, lifecycle services, and a strong field organization, we focus on helping customers achieve better performance and measurable results.

Role Overview

In this leadership role, you will guide the HVAC Systems sales business across an assigned geography. You will build trusted customer relationships, develop a high-performing sales team, and execute account strategies that support profitable growth, stronger market presence, and long-term customer value. The role spans owner-direct and construction sales across HVAC offerings, including controls, equipment, low-voltage technology solutions, planned service agreements, mechanical retrofits, and bundled solutions.

Key Responsibilities

• Lead account management and sales planning activities that support long-term customer relationships and branch growth.
• Set and deliver revenue, margin, and market share objectives for the assigned geography.
• Grow bookings by expanding wallet share with existing customers and developing new accounts.
• Direct the sales team to sell HVAC solutions across new construction, retrofit, service agreements, controls, O&M, labor, and materials.
• Build strategic relationships with owners, architects, consulting engineers, general contractors, mechanical contractors, and electrical contractors.
• Coach, hire, develop, and retain sales talent while improving performance through structured management practices.
• Partner with installation and service leaders to strengthen customer support and align branch execution.
• Represent Johnson Controls in the market through customer meetings, industry events, and local community engagement.

How You Will Do It

• You will own outcomes with accountability, safety, integrity, and a clear commitment to customer trust.
• You will stay close to the work by understanding local market dynamics, key projects, and the construction buying process.
• You will use account planning, forecasting, and pipeline discipline to focus effort where it creates the greatest impact.
• You will coach through observation, practical feedback, and development plans that help sellers build confidence and consistency.
• You will improve every day by addressing gaps early, removing obstacles, and applying practical problem-solving.
• You will win as one team by collaborating with peers, branch leaders, and support resources to create the best customer outcome.

Qualifications

• Bachelor’s degree in Engineering, Business, or Marketing OR Equivalent Industry Experience in HVAC Sales & Leadership
• Five to eight years of progressive sales and/or operational experience in building systems, products, or services.
• Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.
• Demonstrated ability to manage a high-volume, transaction-based sales team.
• Experience with strategic selling, account management, sales planning, forecasting, and customer relationship development.
• Ability to lead cross-functional teams and work effectively across multiple customer levels.
• Experience supporting sellers who manage construction and retrofit opportunities across multiple stakeholders.
• Strong communication, coaching, and project management skills.

Nice to Have

• Experience selling HVAC controls, HVAC equipment, low-voltage technology solutions, planned service agreements, or mechanical retrofits.
• Experience working with owners, consulting engineers, general contractors, mechanical contractors, and electrical contractors in the construction market.
• Familiarity with local industry associations, community engagement, or market-facing leadership responsibilities.
• Exposure to industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, or higher education.

Why Join Us

This role offers the opportunity to lead a meaningful business, develop talented sellers, and help shape customer success in a market-leading HVAC organization. You will also have access to available day one benefits, extensive product and on-the-job/cross-training opportunities, an encouraging and collaborative team environment, dedication to safety through the Zero Harm policy, and a company vehicle.

HIRING SALARY RANGE: $121k-190k (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. 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. 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-usAbout us - Johnson Controls CareersGet to know more about Johnson Controls, including our commitment to your career and our focus on environmental sustainability.