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Fire Commercial Sales Manager – Owner - Texas/Southeast United States in Houston, TX at Johnson Controls

Date Posted: 11/22/2018

Job Snapshot

Job Description

Areas Supported: Texas, Dallas-Fort Worth, Houston, Atlanta, Florida, Central

Other potential markets candidate can be based:  Dallas-Fort Worth, Nashville, Atlanta, Miami/Fort Lauderdale; must reside in one of the above supported areas 



What you will do:


RESPONSIBILITY LEVEL:

Reporting to the Director(s) of Sales for the Fire business, and dotted line to the AVP, this role serves as the subject matter expert for the FIRE business focused on driving improved performance for all key performance indicators.


With focus on 4 key areas of the business – People, Pipeline, Performance and Planning, the individual contributor role achieves objectives and results through influence and partners with front line and area sales leadership to drive impactful activities.


Financial responsibility of driving $100M - $150M in Job Cost Bookings OR $10M - 15M of PSA bookings and retention for a RIF base of $60M – $100M


How you will do it:

PRINCIPAL ACTIVITIES AND OBJECTIVES:
 
PEOPLE

  • Ensure Development of Managers, Hi Pos, and early career development programs are in place.
  • Coaching leaders on leading indicators and KPI dashboards
  • Interviewing Finalist Sales Managers (Local and Area)
  • Onboarding and training of new sales managers as needed (Sales Tools and Process)




 
PERFORMANCE

  • Drive area KPIs to meet Fire Financial Plan
  • Accountability to forecast
  • Price Realization
  • Improve Sales Productivity
  • Grow Fire Market Share
  • Drive Performance Management






 
PIPELINE and ACTIVITY MANAGEMENT

  • CRM Health (Adoption & Quality)
  • Quarterly business plan review participation
  • Drive PRIME and PSA cadence calls
  • FIRE Program Deployment and Tracking
  • Drive Cross Selling





PLANNING

  • Review and assist in Local Market Planning and go to market strategies.
  • Review and assist in FIRE Sales Staffing Plans leveraging data and tool sets
  • Ensure Account Segmentation and Assignment are applied to drive growth
  • Optimize Spans and Layers within FIRE sales structure
  • Lead Quota Review/Process
  • Ensure workday goals align with FIRE strategy






 
FIRE BUSINESS LEADERSHIP

  • Collects, consolidates, and prioritizes field feedback and incorporates into ease of business strategies and marketing programs.
  • Supports training programs that focus on increasing readiness and effectiveness of our salesforce to grow all FIRE offerings.
  • Performs other related duties and projects as assigned.




Job Requirements

What we look for:

REQUIREMENTS and SKILLS

  • Bachelor’s degree and eight to ten years of experience in Sales and Sales Leadership.
  • Experience in the FIRE business or applicable adjacent industry.
  • Effective interpersonal and communication skills required.
  • Ability to achieve Results and Objectives through influence and servant leadership.
  • Analytical skills and ability to create action plans based on performance data.
  • Organizational agility skills and situational leadership.


Johnson Controls 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, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.







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