VRF Sales Manager
Johnson Controls is a global diversified technology and industrial leader serving customers in more than 150 countries. Our 150,000 employees create quality products, services and solutions to optimize energy and operational efficiencies of buildings; lead-acid automotive batteries and advanced batteries for hybrid and electric vehicles; and seating components and systems for automobiles. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. Through our growth strategies and by increasing market share we are committed to delivering value to shareholders and making our customers successful. In 2015, Corporate Responsibility Magazine recognized Johnson Controls as the #14 company in its annual "100 Best Corporate Citizens" list. For additional information, please visit http://www.johnsoncontrols.com or follow us @johnsoncontrols on Twitter.
Job Purpose & Scope:
Under direction from the KSA Sales Director and Regional Management Team leaders, develops and coaches the assigned sales management and sales force to deliver the business plan for the KSA region.
Responsible within the region for sales planning, sales management development and sales activity consistent with Sales Management Disciplines.
Responsible for developing and implementing the regional strategic business plan in alignment with the Building Efficiency Group strategic plan.
Analyzes market opportunities to develop and implement strategies to maximize margins and increase market penetration.
Develops and maintains relationships with customers and partners in order to maintain connection with local market issues.
Develops sales management practices consistent with Sales Management disciplines. Sets standards for sales performance. Ensures the development of sales personnel through coaching and performance assessment.
Analyzes the market and current regional business performance. Develops and implements the regional sales business plan consistent with the KSA strategic sales plan and objectives.
Understands the local business environment of targeted markets concerning growth trends, local legislation, and competitors.
Sets aggressive goals to ensure regional and branch business plans are met. Manages proper staffing and account assignment level relative to branch goals.
Establishes account development goals consistent with KSA strategic direction. Drives account management leadership for the regional sales organization. Ensures focus on developing new business at target accounts.
Consistently seeks to expand the scope of business with target and managed accounts.
Establishes and maintains long term customer relationships with strategically important customers to influence opportunities.
Participates as management team representative on selected accounts. Qualifies, assesses and reviews Target Accounts.
Facilitates the selection of large Targeted job(s) teams including sales and operations personnel.
Develops and coaches the account teams and sales support on established business processes, tools, technologies and standards.
Provides consistent level of sales management coaching to local sales/branch
managers to include: monthly ‘one-on-one(s), customer sales calls, and field opportunity reviews.
Establishes, in conjunction with the Regional Director and KSA Sales Director, the regional plan for sales and sales support staffing levels and takes action to achieve that plan.
Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.
Manages the sales portfolio to maximize return on assets for the Region, S&S Europe/Africa, and our shareholders.
Drives cash flow through proper payment terms, proactive billing and collections.
Responsible for regional sales forecast rollup and secured achievement by branch.
Develops and manages strategically important third party relationships that further business development activity.
Builds alliances that support our business proposition and customer business success.
Work closely with operations and marketing teams to monitor and analyze market trends and competitive issues within the business area.
Participates as appropriate in local industry and community activities.
Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred.
Eight to ten years of progressive experience and proven sales ability in the sale of technical systems, services, and or products. (VRF/VRV Experience is Must)
Five years of experience in a management role with responsibility for the productivity or development of others.
Previous experience managing a sales management organization preferred.