HVAC Sales Manager

YDU JC Air Cond & Ref Inc.- Dubai; Indianapolis (IN); On-site; USD 121,700 - 190,175; Full time

Job summary

Johnson Controls in Indianapolis is seeking a result-driven Sales Leader to manage the HVAC business, driving profitability, growth and market penetration in central Indiana. You will develop and lead the construction and service sales team, promote planned service agreements, controls retrofits, O&M contracts, and manage bids, accounts and budgets to achieve branch objectives.

Qualified candidates have a Bachelor’s degree in Engineering, Business or Marketing and 8–10 years in HVAC sales with

Qualifications

• Eight to ten years of progressive sales and/or operational experience in HVAC.
• Demonstrated ability to relate to people at all levels and communicate technically and non-technically.
• Three years in a lead or supervisory role with responsibility for others’ productivity or development.

Responsibilities

• Lead HVAC sales strategy to achieve profitability, growth and market penetration.
• Direct construction and service sales teams selling service agreements, controls and retrofits, O&M, and plan/spec projects in central Indiana.
• Develop and deliver branch sales and margin plans aligned with BT&S objectives.
• Hire, coach, and develop sales staff following Sales Management Disciplines.
• Oversee sales team expenses and allocate resources to improve profit position.
• Maintain long-term relationships with strategic customers to influence opportunities.

Skills

Leadership experience

HVAC sales experience

Account management

Education

Bachelor’s degree in Engineering, Business or Marketing

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.

What you will do

Under general direction, lead the HVAC business by executing sales strategies to achieve profitability, growth and market penetration.

Develop and direct the construction and service sales team in selling offerings including planned service agreements, controls and mechanical retrofits, O&M agreements, plan and spec construction controls projects, and labor and material repairs in central Indiana.

Develop and deliver the branch secured sales and margin plan for all Lines of Business for the assigned geography.

Responsible for hiring, coaching, and developing sales people consistent with Sales Management Disciplines.

Oversee sales team expenses and manage resources to improve profit position.

Establish and maintain long-term relationships with strategically important customers to influence opportunities.

Set the standard for professionalism within the sales team, building and maintaining a high-performance team able to grow market share through a commitment to customer satisfaction, quality and an understanding of the business environment and local community.

Represent Johnson Controls as local leader for customers, employees and within the community.

How you will do it

Manage assigned Building Technologies & Solutions sales portfolio to maximize secured sales, return on assets, revenue, and growth objectives.

Increase market penetration in local Building Technologies & Solutions business by securing new customers and expanding the scope of the existing customer base business at key, target, managed and maintained owner accounts.

Manage qualification and assessment of potential customers and opportunities.

Consistently seek to expand the scope of business with customers.

Ensure the development and maintenance of Account Plans with all appropriate accounts.

Analyze the market and current business performance.

Execute growth strategies for sales and operations teams consistent with branch and Building Technologies & Solutions business mission and objectives.

Understand the business environment of local markets including competition, purchasing and business trends.

Accountable for integration of sales and operational team activity within assigned staffing geography.

Establish and drive local territory account management consistent with North America and Region strategic direction and assign key and target accounts.

Build and foster a team environment within and across geographies.

Solicit support from and communicate effectively with internal staff.

Evaluate Johnson Controls local performance in customer satisfaction and provide leadership for performance enhancement and proactive resolution of issues and allocate resources as needed to ensure customer expectations are met.

Participate as the management team representative on strategically important target accounts.

Establish and maintain personal long-term customer relationships with strategically important accounts to influence opportunities.

Review bids and estimates for accuracy and oversee bid preparation and operational review meetings.

Work with the Branch Management Team to ensure company standards, processes, and tools are used and applied.

Ensure the development and training of the sales workforce on established processes, tools, and standards.

Work with the Branch and Area team to provide accurate sales forecasting and hold sales team accountable to forecasts and outlook.

Foster a teaming environment between the different selling segments to maximize all our resources in the geography.

Lead by example when working with solutions, systems and service operations team members.

Consistent with the branch business plan, provide sales focus and set aggressive individual and team goals.

Ensure adherence to company policies, procedures, and strategic initiatives regarding human resource management.

Execute the sales staffing plan for the assigned local geography.

Recruit, hire, and retain Building Technologies & Solutions sales force.

Prepare and deliver clear performance expectations, performance reviews and development plans for direct reports teaming with the appropriate matrix functional manager.

Ensure a consistent level of coaching, which includes monthly one‑on‑ones, observed and unobserved calls, field opportunity reviews, and financial reviews.

Direct performance management of sales personnel.

Ensure compliance with state, local and federal legal requirements and lead the local office with the highest business ethics.

Represent Johnson Controls as a leader in the local community and participate in local industry and community activities (trade shows, college recruiting, professional organizations, etc.).

What we look for

Required: Bachelor’s degree in Engineering, Business or Marketing.

Eight to ten years of progressive sales and/or operational experience in HVAC.

Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.

Demonstrated ability to relate to people at all levels, and to communicate both on a technical and non‑technical basis.

Salary & Benefits

Hiringsalary range: $121,700 – $190,175, based on education, experience, skills and market data. This role offers a competitive bonus plan that will take into account individual, group, and corporate performance, and a competitive benefits package.

Equal Employment Opportunity

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer. 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.

For more information about your equal opportunity and non‑discrimination rights as a candidate, see EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit the job’s application page.