Strategic Account Sales Manager

jci; Allentown (Lehigh County); On-site; USD 97,000 - 152,000; Full time

Benefits offered by this job

Company vehicle

Commissions and quarterly bonus

401K and comprehensive benefits

Job summary

Johnson Controls in Allentown, PA is hiring an HVAC Selling Sales Manager to lead profitable branch growth, strengthen long-term customer relationships, and guide the sales team in delivering equipment solutions across all building types.

This role emphasizes account management strategy, sales planning, forecasting, pipeline management, and team development to help position the branch as a premier supplier in the market.

Qualifications

• 5+ years of HVAC sales, account management, or HVAC field operations.
• 3+ years of leadership responsibility for others' productivity or development.
• Frequent travel is required.
• Onsite work within commuting distance of the branch.

Responsibilities

• Lead account management strategies for long-term customer relationships.
• Plan, forecast, manage, and deliver branch growth focusing on revenue and margins.
• Manage account assignments across the Equipment sales team.
• Develop and lead the local sales team to improve market coverage.
• Own sales planning, pipeline management, and sales activity tracking.
• Build relationships with key owners, architects, and contractors.
• Increase market penetration by securing new customers and expanding existing accounts.
• Create and maintain Account Plans for key accounts and bundled offerings.
• Understand local market dynamics and competitive conditions.
• Represent Johnson Controls on key accounts and resolve issues proactively.
• Evaluate customer satisfaction and drive branch performance improvements.

Skills

HVAC sales

Account management

Leadership

Forecasting

Education

Bachelor’s degree in Engineering

Job description

Role Overview

Johnson Controls is hiring an HVAC Selling Sales Manager to lead profitable branch growth, strengthen long-term customer relationships, and guide the sales team in delivering equipment solutions across all building types. This role focuses on account management strategy, sales planning, forecasting, pipeline management, and team development to help position the branch as a premier supplier in the market.

Key Responsibilities

• Lead account management strategies that build and sustain long-term relationships with targeted customers.
• Plan, forecast, manage, and deliver consistent branch growth with a focus on revenue, gross margin, EBIT, and trade working capital.
• Manage account assignments across the Equipment sales team to support sales performance to plan.
• Develop and lead the local sales team to strengthen capability, market coverage, and execution.
• Own sales planning, pipeline management, salesperson development, training, and sales activity tracking.
• Establish and maintain relationships with key and target owners, architects, consulting engineers, and contractors.
• Increase market penetration by securing new customers and expanding the scope of existing accounts.
• Build and maintain Account Plans for key and target customers and support bundled offering sales.
• Understand local market dynamics, including competition, purchasing trends, and business conditions.
• Represent Johnson Controls on strategically important key accounts and support proactive customer issue resolution.
• Evaluate local customer satisfaction and help drive performance improvement across the branch.

How You Will Do It

• Own the branch’s sales outcomes with accountability for growth, profitability, and customer trust.
• Stay close to the work by understanding the market, customer needs, and the obstacles that can affect execution.
• Use accurate forecasting and disciplined pipeline management to align sales support and prioritise the right opportunities.
• Coach and develop the team through clear expectations, practical feedback, and ongoing capability building.
• Work across sales, operations, and leadership as one team to solve problems quickly and keep customers moving forward.
• Improve continuously through candid performance review, proactive problem-solving, and better ways of working.
• Focus efforts on the highest-value accounts and actions that drive long-term branch performance.

Qualifications

• 5+ years of industry experience in HVAC sales, account management, and/or HVAC field operations.
• 3+ years of leadership experience with responsibility for the productivity or development of others.
• Available for frequent travel.
• Ability to work onsite; candidates must be within commuting distance of the branch office.

Nice to Have

• Bachelor’s degree in Engineering.

Why Join Us

• Competitive salary, commissions, and quarterly bonus.
• Paid vacation, holidays, and sick time, including 15 days of vacation in your 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 strong resources behind you.
• Encouraging and collaborative team environment.
• Dedication to safety through our Zero Harm policy.
• Company vehicle.

Hiring salary range: $97,000 - $152,000, determined by education, experience, knowledge, skills, abilities, internal equity, location, and market data.

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.