What you will do
The Installation and Services Sales Manager – Includes leadership and development of Fire Construction and Owner Service Sales Team within a defined area. Responsible for setting strategy, alignment, and development of the new construction, plan and specification retrofit and owner sales for fire projects in the assigned market(s). This position is responsible for driving the activity and results for the sellers within your assignment comprising of Electronic Life Safety Systems and Service Sellers. The Sales Manager is skilled at strategic selling in the construction space and owner environments. He/she understands the key influencers for owner, influencer and the construction purchasing process, and develops the selling skills of their sellers. Further, responsible for understanding market potential, key construction projects, represents JCI in construction industry events, and engages above the branch support resources to the best position to win. This position will also play an integral part in building upon, and growing legacy customer owner/end user relationships, rapidly growing wallet share within assigned accounts. Candidate would need to have a basic knowledge of Fire Alarm Systems equipment and understand the construction process to seek out opportunities to bundle JCI offerings through differentiation. Additionally, this role is responsible for expanding into new “services” space including moves/adds and changes from existing accounts.
How you will do it
- Responsible for sales plan achievement of assigned geographic Area within Johnson Controls for all Construction, Owner/Core sales activities for the fire alarm and alternate electronic systems businesses. Lead the day-to-day activities of the district or branch Construction and Owner/Core sales team ensuring we meet or exceed customer, employee and sales goal expectations.
- Partner with Area Sales and General Managers to develop sales strategies, negotiate contracts and execute pricing strategy to develop new business and maintain existing business.
- Review and supervise sales performance and refine sales strategies as the need arises to ensure employee successfully meets assigned goals and objectives. Reallocate resources to improve overall results as needed.
- Contribute to the development of marketing, customer retention, advertising, pricing, and distribution strategies.
- Ensure the sales force receives mentor and training on the technical aspects of the organization's products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
- Build, hire, develop and align a hard-working team.
- Focus on high level customer (internal and external) networking and drive growth through collaboration and customer success.
- Grow and retain the recurring revenue base and associated service revenue by directly coaching/mentoring/training the Owner/Core Security/Customer Care and System Integrity sales teams. Work as a team with other area and nationally based core and solutions sales leaders to demonstrate standard methodologies and achieve company objectives.
- Act as a direct line of support for the Region General and Region Sales Managers for all Core high volume related sales activities as required.
- Develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer/contractor development and industry relations Meet with key clients to assist sales representatives with building and improving relationships, negotiating and closing deals. Use this time for ride along coaching and mentoring. Ensure that the corporate sales philosophy is executed in securing quality business approved contractual terms, and profitable pricing practices
- Responsible for coordinating, communicating and aligning with all company policies and procedures, whether formally or informally communicated.
What we look forRequired
- College Degree in Business, or equivalent experience.
- Five or more years of experience in the Fire Safety industry.
- Minimum of 5 years sales experience, including 3 years of field sales management experience in a business-to-business environment, or successful management of another sales channel.
- Demonstrated skills, ability and comfort managing a high volume/transaction sales team.
- Comfortable leading and working in teams, experienced at project management and successful selling at all customer levels.
- Construction Industry and owner relationship development experience.
- Able to create and develop solutions to customer needs while meeting objectives.
- Committed to developing and coordinating a hardworking team.
- Eye and aptitude for business.
- Excellent communication and team building skills with a strong understanding of inter-departmental relations.
- Proven time leadership skills, prioritization and delivery against deadlines.
- Experience in managing a team through a transition or significant organizational change.
Preferred
- BS Technical and/or business/marketing degree.
- Five or more years in a leadership role.
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