Sales Director, Security National Accts

Johnson Controls; Glendale (CA); On-site; USD 106,000 - 165,000; Full time

Benefits offered by this job

Competitive incentive plan

Benefits package

Job summary

Johnson Controls is seeking a Sales Director for Security National Accounts to drive growth, lead a national team, and shape strategic plans across security solutions. You will leverage market insights, build executive relationships, and manage profitability in a dynamic, global organization.

You will collaborate with Product Management, branches, and partners to define requirements, pricing, and delivery roadmaps while ensuring high customer outcomes and performance across national accounts.

Qualifications

• Bachelor’s degree in business or technical field or equivalent
• Ten years general management experience with at least five years as a National Accounts Program Manager
• Ability to travel up to 25% or more
• Deep understanding of Johnson Controls systems, structure, and delivery methods
• Strong business acumen and results focus
• Proven ability to lead, mentor, and influence teams
• Experience managing security system design, installation, testing, and integration preferred
• Understanding of project financial management
• Strong interpersonal, communication and written skills
• Proficiency in MS Office applications
• Adaptability to changing demands and assignments
• Commitment to company policies and code of conduct
• Ownership mentality and follow-through on commitments
• Direct, open communication style

Responsibilities

• Lead development and execution of the Security national accounts business plan.
• Identify opportunities using market data and customer insights to drive growth.
• Manage National Account Managers supporting Security customers and agencies.
• Build relationships with customer leadership, branches, and internal stakeholders.
• Oversee subcontractor partnerships for efficient operations.
• Establish KPIs and reporting for growth priorities.
• Drive account planning, satisfaction reviews, and market intelligence.
• Collaborate with Product Management to define requirements and roadmaps.
• Develop value propositions based on research and market conditions.
• Communicate the value proposition to meet customers’ business outcomes.
• Own operating rhythm for national accounts with growth and financial accountability.
• Maintain close collaboration with customers, branches, and partners to remove obstacles.
• Use pricing and feedback to refine account strategy.
• Provide coaching and training to improve team performance.
• Align Product, branches, suppliers, and partners around priorities.
• Translate insights into action to meet goals.

Skills

Leadership

Travel

MS Office

Communication

Financial acumen

Project management

Team mentoring

Education

Bachelor’s degree in business or technical field

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.

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.

What you will do

Johnson Controls is a global organization that helps customers strengthen security performance through trusted solutions, strong execution, and collaborative partnerships. In this role, you will help shape growth strategy, influence customer outcomes, and support the operational success of the Security National Accounts organization.

As the Sales Director, Security National Accts, you will lead the development and execution of a strategic business plan focused on growth initiatives for the Security business. You will use market insight, customer relationships, and cross-functional leadership to identify opportunities, strengthen account performance, and support profitable growth across national accounts.

How you will do it

• Lead the development and execution of the Security business plan with a clear focus on growth, profitability, and customer value.

• Use market data, industry trends, and competitive insight to identify opportunities that highlight Johnson Controls strengths.

• Manage a team of National Account Managers supporting Security customers and agencies.

• Build and maintain strong relationships with customer leadership, branch offices, and internal stakeholders.

• Oversee subcontractor partnerships to support efficient and profitable operations.

• Establish KPIs and reporting metrics that create focus across aligned business units and growth priorities.

• Drive customer account planning, including customer satisfaction review, market intelligence gathering, and follow-through on action items.

• Partner with Product Management to define requirements and support Solution Set roadmaps.

• Develop market-based pricing approaches informed by customer needs and price sensitivity analysis.

• Support and refine the global marketing strategy for integrated solutions.

• Define and communicate the value proposition using research on customers, buying influences, market conditions, competitors, products, pricing, and costs.

• Own the operating rhythm for the national accounts security business with accountability for growth, customer outcomes, and financial performance.

• Stay close to customers, branch teams, agencies, and subcontractors so you can remove obstacles quickly and keep work moving.

• Use market data, pricing analysis, and customer feedback to sharpen account strategy and improve decision-making.

• Coach through clear KPIs, candid feedback, and effective training so the team improves every day.

• Win as one team by aligning Product Management, branch offices, suppliers, and internal partners around shared priorities and integrated solutions.

• Translate research and market insight into a clear value proposition that helps customers achieve their desired business outcomes.

What we look for

Required

• Bachelor’s degree in business or technical field or equivalent professional experience.

• Ten (10) years general experience in management with at least five (5) year as Program Manager of a National Accounts program.

• Ability to travel (<25%).

• Deep understanding of current Johnson Controls systems, organizational structure, and delivery methods.

• Strong intuition for business.

• Proven track record to lead, manage, mentor, and get results by providing direction and influencing team behavior.

• Preferred experience in the management of teams and projects that included design, installation, testing, and integration of security systems.

• Understanding of project financial management.

• Strong interpersonal, communication and written skills.

• Demonstrate proficiency in MS Office applications.

• Adjust to unexpected job demands/changes in assignments/working conditions.

• Align with all Johnson Controls policies, regulations, and codes of conduct governing all aspects of job responsibilities.

• Protect Johnson Controls proprietary information.

• Take ownership for own actions and follow-through on commitments.

• Deal with others openly and in a straightforward manner.

Salary Range: HIRING SALARY RANGE: $106,000- 165,000 (Salary to be determined by the education,experience, knowledge, skills, and abilities of the applicant, internal equity, and alignmentwith market data.) This role also offers a competitive Sales Incentive Plan that will take intoaccount volume and margin on a project, quarterly, and annual basis. This position includes acompetitive benefits package. The posted salary range reflects the target compensation forthis role. However, we recognize that exceptional candidates may bring unique skills andexperiences that exceed the typical profile. If you believe your background warrantsconsideration beyond the stated range, we encourage you to apply. To support an efficientand 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 byhuman reviewers. For details, please visit the About Us tab on the Johnson Controls Careerssite 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.