Strategic Account Sales Manager

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

Benefits offered by this job

Company vehicle

401(k) plan

Health/dental/vision insurance

Job summary

Johnson Controls is seeking an HVAC Selling Sales Manager to drive profitable branch growth and strengthen customer relationships. You will guide the sales team in delivering equipment solutions across all building types, owning account management strategy, forecasting, and pipeline management.

In this role you will lead a local sales team, establish Account Plans for key customers, and focus on market penetration.

Qualifications

• 5+ years of HVAC sales or account management experience.
• 3+ years of leadership experience.
• Willingness to travel frequently.
• Available to work onsite within commuting distance of the branch.

Responsibilities

• Lead account management strategies to build long-term relationships with targeted customers.
• Plan, forecast, manage, and deliver branch growth with focus on revenue and margins.
• Develop and lead the local sales team for market coverage and execution.
• Own sales planning, pipeline management, and activity tracking across the team.
• Represent the company with key accounts and help resolve customer issues.

Skills

HVAC sales

Leadership

Travel frequently

Onsite work proximity

Education

Bachelor's degree in Engineering

Job description

Build your best future with the Johnson Controls team. As a global leader in smart, healthy and sustainable buildings, we are committed to reimagining the performance of buildings to serve people, places, and the planet. Join a collaborative team where your ideas are heard, your development is supported, and your work helps create better outcomes for customers across industries.

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.