National Sales Manager

Johnson Controls, Inc.; Maryland; Remote; USD 80,000 - 130,000; Full time

Job summary

An established industry player is seeking a National Sales Manager for their Industrial Refrigeration division. This remote position offers a unique opportunity to lead sales strategies and drive market share across North America. The ideal candidate will have extensive experience in industrial refrigeration and sales, with a passion for mentoring and developing teams. You will be responsible for forecasting sales, managing a dedicated sales team, and collaborating with global product management to achieve ambitious targets. If you're ready to take your career to the next level in a dynamic and rewarding environment, this is the role for you.

Qualifications

• 5+ years of experience in industrial refrigeration.
• 10+ years of sales experience with proven track record.
• Technical understanding of industrial compression and refrigeration.

Responsibilities

• Lead sales for Industrial Refrigeration in North America.
• Drive demand planning and market share targets.
• Manage sales capacity and oversee a sales team.

Skills

Sales Strategy Development

Industrial Refrigeration Knowledge

Demand Planning Expertise

Contract Negotiation

CRM Management

Team Leadership

Market Analysis

Education

Bachelor's Degree in Engineering

Tools

CRM Software

Job description

What you will do

Johnson Controls has a phenomenal opportunity for a National Sales Manager, M&M Carnot to join our NA Industrial Refrigeration Sales team! This is a remote position that will require up to 50% travel within the US & Canada.

This position is ideal for an individual looking to take their career to the next level in a challenging and rewarding environment, developing and executing sales strategies, processes and creating and achieving sales objectives. If you enjoy mentoring and leading direct reports, building strategic business relationships, and identifying new market opportunities, this could be YOUR next opportunity!

How you will do it

• Lead and drive overall sales in Industrial Refrigeration North America business for M&M Carnot

• Drive Field Accountability to weekly Path to #1 activities to improve pipeline and conversion rates to exceed FY’25 secured plan

• Drive demand planning with Global products through accurate utilization of sales force data and market trends

• Forecasting and accountability to Industrial Refrigeration NA sales plan by month and quarter for Industrial Refrigeration NA; Compares forecast to plan and drives gap closure

• Drives monthly “Must Win” opportunity list

• Ensures adoption, utilization and tracking of Sales Management Disciplines (SMD)

• Opportunity and forecasting discipline

• Conducting monthly 1 on 1’s

• Collaborate with Global Products Product Management to drive market share targets for each product line

• Direct Leadership of Industrial Refrigeration NA National Account Sales Team to cover End Users, EPC’s and Consulting Engineers who have a national footprint

• Monitor and manage sales capacity to achieve annual sales plan, including oversight of a full sales team

• Lead early career (BEST) hiring, oversee onboarding, track development and eventual deployment to the Industrial Refrigeration NA field sales team

• Work with Total Rewards to deploy the Sales and Sales Manager incentive plans and support sales credit resolution

• Work closely with VP of Sales on sales development programs and related training such as “Grow” and “Win” training calls

What you will need
Required

• A minimum of 5 years’ experience in industrial refrigeration industry

• A minimum of 10 years’ sales experience

• Technical understanding of industrial compression, industrial refrigeration and/or industrial heating

• Experience in CO2 as a refrigerant will be highly considered

• Bachelor’s degree or equivalent experience in engineering preferred

• Experience leading collaboration and driving sales strategy initiatives

• Experience demand planning expertise, improving pipelines and meeting sales metrics and goals

• Knowledgeable in contract negotiations

• Experience managing a CRM system with a team of salespeople

• Candidates with experience in Industrial Manufacturing of custom solutions preferred

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