What You Will Do
Lead a team of 3 to 5 business development professionals selling Net Zero / Decarbonization program solutions to large institutional / complex building owner clients across Canada. Drive efforts, activities, and results within assigned area for sales growth and go to market strategy. Work in compliment with existing business development team manager to ensure full team of 7 going to 10 professionals is fully supported with coaching / direction / mentorship to help them improve client C-level and D-level relationships. Be an active member of the area leadership team working under the general direction of the Area General Manager to communicate sales pipeline development to Engineering and Operations leadership functions (thus ensuring adequate resource planning for availability and capacity to support contemplated client program demands). Assist in the development, deployment and execution of programs, processes, tools to achieve the sales objectives for the Johnson Controls Performance Infrastructure business in Canada. Help customers capture opportunities for financial stewardship, energy efficiency, infrastructure modernization, operating cost reduction and risk transfer while targeting their decarbonization mandates. Analyze market opportunities, develop and implement strategies to both maximize margins and increase revenue growth. Provide market expertise and sales support when called upon to the greater enterprise as required.
How You Will Do It
Deliver planned business results of the assigned market segments business plans for all ‘lines of business’ within Performance Infrastructure (Design-Build, P3, ESPC, as a Service (including Net Zero), ESA, PPA, etc). Lead in the development of strategic plan components and annual sales plans.
Assist the Area General Manager and Regional Management in planning, organizing and building a team to meet business objectives for key and target accounts. Ensure that planned staffing activities occur, including, recruiting, selection, development and succession.
Identify and support new market opportunities for sales. Serve as primary link between the Area business and marketing. Provide market expertise to assist in the development of value propositions, offerings, and strategy.
Identify, develop, and manage strategic regional third party relationship to facilitate business growth, including trade associations, marketing consultants, subcontractors.
Lead assigned areas in regional and local marketing efforts, including regional and local trade shows, participation in relevant associations, advertising, public relations, and political activity. Assist with influencing legislation or administrative regulations to support JCI’s business activity.
Identify requirements and assigns priorities to assist in the development of products, programs, tools, and support requirements. Assist in market analysis strategies and Key and Target Account identification. Facilitate communication and sharing of ‘best practices’ among assigned geographies.
Manage and measure sales performance to established standards: Sales Management Disciplines (SMD), Salesforce.com CRM, Account Management, etc. Responsible for facilitating consistent sales processes and offerings across assigned geography. Assist in the development of and facilitates the implementation of process and productivity measurements and review.
Ensure that assigned geographies are engaged in consistent processes to assess sales performance, including the measurement of individual selling skills, and training inventory. Responsible for sales training programs and their effectiveness.
Engage in and support strategic account reviews, critical opportunity reviews, executive level meetings, presentations. Serve as permanent account team member on at least five strategic accounts.
Responsible for direct business development and account management for appropriate clients and opportunities.
What We Look For
Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred.
Ten or more years of progressive experience and proven sales ability in the sales ofbuilding infrastructure and operations & maintenance support services.
Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.
Ability to travel.
Communication abilities in both English and French an asset.
Experience with managing team in diverse locations from remote office.
Johnson Controls and each of its Canadian subsidiaries are committed to providing reasonable accommodations to applicants, candidates and employees with disabilities, in accordance with applicable human rights legislation and in Ontario, in accordance with the Accessibility for Ontarians with Disabilities Act (“AODA”). If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/careers.
Sales & Marketing
CAN-Ontario-Ottawa, CAN-Nova Scotia-Bedford, CAN-British Columbia-Delta, CAN-Quebec-Montreal, CAN-Alberta-Edmonton, CAN-Manitoba-Winnipeg, CAN-Saskatchewan-Regina, CAN-Alberta-Calgary
Bldg Technologies & Solutions