Regional Sales Manager, Air Distribution

1008 Johnson Controls Inc.; Largo (FL); On-site; USD 113,000 - 176,000; Full time

Benefits offered by this job

Competitive salary

Bonus

Paid vacation/holidays/sick time

401K medical dental vision benefits -

Day one benefits

Training opportunities

Collaborative team environment

Zero Harm safety culture

Job summary

Johnson Controls in Largo, FL seeks a Regional Sales professional to grow FCU, VAV, and BCU/AHU solutions through independent reps and direct offices. You will manage channel strategy, forecast revenue, and lead training with consultants and contractors.

You will build relationships with owners, engineers, and sales management; leverage Salesforce for plans and opportunities; support product launches and trade shows to drive market share across Central and East regions.

Qualifications

• Bachelor's degree in mechanical engineering or engineering technology.
• 5-10 years HVAC experience in Design/Build, Design/Assist, and Plan & Specification markets.
• At least 5 years of experience developing and managing a sales plan and delivering revenue goals.
• At least 5 years of technical sales and marketing experience.
• Strong knowledge of FCU and VAV products; blower coil, fan coil, VAV terminals, BCU/AHU products.
• Experience supporting independent rep sales channels and Direct Offices.
• Knowledge of UL and ETL listing agencies.
• Experience supporting a manufacturing facility and cross‑functional teams.
• Ability to deliver polished presentations and influence medium audiences.
• Strong Salesforce usage for plans, opportunities, forecasting.

Responsibilities

• Develop and execute strategic plans to grow sales through independent rep firms and JCI Direct Offices for FCU, VAV, and BCU/AHU products.
• Build strong relationships with sales management and ownership at each rep firm.
• Monitor market share and establish action plans to meet share targets.
• Lead revenue and business reviews with rep firm management and adjust selling strategies.
• Deliver detailed product training for FCU, VAV, and BCU, including training on Solution Navigator.
• Support rep salespeople in achieving Basis of Design for JCI products in project specifications.
• Provide technical product presentations and field support to engineers, owners, and contractors.
• Support product launches and adoption in the field.
• Represent JCI products at trade shows and events as needed.
• Analyze local competition and develop plans to increase product sales.
• Share insights with Product Management to strengthen differentiation.
• Review plans/specs to develop BOMs and support project quotations.
• Prepare monthly rolling 6‑month revenue forecasts and assist quota development.
• Evaluate market conditions and rep performance for alignment with partners.
• Use Salesforce to maintain plans, goals, and opportunities.

Skills

Bachelor's degree in mechanical eng

HVAC design/build experience

Sales plan development

Technical sales & marketing

FCU / VAV product knowledge

Independent rep channel experience

Direct Offices experience

UL/ETL knowledge

Salesforce usage

MS Office suite

Education

Bachelor's degree in mechanical engineering or engineering technology

Tools

Salesforce

Excel

Word

PowerPoint

Job description

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What we offer

• Competitive salary and Bonus
• Paid vacation/holidays/sicktime - 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Extensive product and on the job/cross training opportunities
• With outstanding resourcesEncouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy

Check us out: A Day in a Life at Johnson Controls https://youtu.be/pdZMNrDJviY

Johnson Controls provides HVAC solutions that help customers create comfortable, efficient buildings. In this regional sales role, you will drive growth for Johnson Controls and JCI Direct Office branded Fan Coil Units, VAV Terminals, and Blower Coil Units across the Central and East regions through independent manufacturer representative firms and direct offices.

Role Overview

This position combines channel management, technical product support, and disciplined sales execution. You will partner with rep firms, direct offices, consultants, owners, contractors, and internal teams to expand market share, strengthen product positioning, and support opportunities from early specification through quotation, launch, and ongoing account development.

Key Responsibilities

• Develop and execute strategic plans to grow sales through independent manufacturer representative firms and JCI Direct Offices for FCU, VAV, and BCU/AHU products.
• Build strong, trusted relationships with sales management and ownership at each rep firm.
• Monitor AHRI market share and establish action plans to meet or exceed share targets.
• Lead revenue and business reviews with rep firm sales management and principals, then adjust plans and selling strategies based on results and market conditions.
• Deliver detailed product training for FCU, VAV, and BCU solutions, including software selection training on Solution Navigator.
• Support rep salespeople in achieving Basis of Design for JCI products in project mechanical specifications.
• Provide technical product presentations, lunch and learns, and other field-facing support to consulting engineers, owners, and contractors.
• Support new product launches and encourage adoption in the field.
• Represent JCI branded products at trade shows and industry events as needed.
• Analyze the local competitive landscape and develop targeted plans to remove barriers and increase product sales.
• Share competitive insights and product feedback with Product Management to help strengthen differentiation and address market needs.
• Support project quotation by reviewing plans and specifications and developing an appropriate bill of material.
• Prepare a monthly rolling 6-month revenue forecast and support annual sales quota development.
• Continuously evaluate market conditions and rep performance to ensure alignment with the right channel partner.
• Use Salesforce to maintain customer business plans, goals, objectives, strategic initiatives, action plans, and project entries for larger quoted opportunities.

How You Will Do It

You will own outcomes with accountability, accuracy, safety, and integrity. You will stay close to the work by spending time with rep firms, direct offices, consultants, owners, and contractors to understand project needs and remove obstacles. You will use regular business reviews, pipeline visibility, and candid market feedback to make timely adjustments and keep revenue on track. You will improve every day by turning wins, losses, and competitive insight into better selling strategies and stronger product input. You will win as one team by working closely with sales, product management, and operations to support launches, forecasts, and customer opportunities.

Qualifications

• Bachelor's degree in mechanical engineering or engineering technology.
• 5-10 years of HVAC experience in Design/Build, Design/Assist, and Plan & Specification markets.
• At least 5 years of experience developing and managing a sales plan and successfully delivering revenue goals.
• At least 5 years of technical sales and marketing experience.
• Strong working knowledge of FCU and VAV products, with a deep understanding of blower coil units, fan coil units, VAV terminals, and BCU/AHU products.
• Experience supporting or leading third-party independent representative sales channels and Direct Offices.
• Knowledge of UL and ETL listing agencies.
• Experience supporting a manufacturing facility and collaborating across internal teams.
• Ability to deliver polished presentations and confidently influence medium-sized audiences.
• Strong experience using Salesforce to manage customer plans, project opportunities, and forecasting activity.
• Proficiency with Excel, Word, and PowerPoint.

Nice to Have

• MBA degree.
• Experience delivering technical product presentations, lunch and learns, and trade show support.
• Experience supporting project quotation, Basis of Design efforts, and competitive positioning in the field.
• Familiarity with Solution Navigator or similar selection tools.

Why Join Us

At Johnson Controls, you will have the opportunity to work with a collaborative team, support meaningful customer outcomes, and build your expertise in a highly visible regional role. We offer competitive salary, paid vacation/holidays/sick time, a comprehensive benefits package including 401(k), medical, dental, and vision care, company car, on-the-job and cross-training opportunities, and a strong commitment to safety through our Zero Harm culture.

HIRING SALARY RANGE

HIRING SALARY RANGE: $113,000 to $176,000

Salary Range: (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.

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.