Johnson Controlsposted about 2 months ago
Full-time - Mid Level
Westford, MA
Publishing Industries
About the position
As the Commercial Sales Manager for the Northeast Region, within our Ducted Systems (DS) business, you will sell our HVAC Commercial equipment (i.e., packaged rooftop units, water-source heat pumps, dedicated outside air systems, etc.) into Independent Reps/ Agents / EqNA branches to serve their Plan / Spec project needs. Do you have strong HVAC sales experience? You owe it to yourself to apply today!
Responsibilities
- Manage and drive growth of an annual sales plan for the assigned region
- Forecast sales utilizing opportunity pipeline management
- Immerse yourself in the channel partners business to gain a deep understanding of their business model and be involved on key projects
- Strategically assess current business relationships, make business decisions in your assigned region to fill out whitespace areas, and perform market and competitive analysis
- Develop and coordinate strategies (pricing, marketing, business development) in partnership with sales leader
- Complete market segmentation, identify key and target customers, and set goals and account plans
- Drive product launches and be the Subject Matter Expert on DS equipment to support channel partners (training, L&Ls, Industry trade shows, marketing events, etc.)
- Implement programs, tools and support requirements to advance the selling effectiveness of equipment sales organization
- Effectively utilize the CRM tools and dashboards to drive the conversation with the channel partners
Requirements
- Bachelor's degree in engineering or related field
- Minimum 5 years' experience in plan/spec applied project sales (commercially focused) within the HVAC industry
- Demonstrated consultative selling process and the ability to build and maintain great business relationships with all stakeholders
- Able to speak to and influence a technical audience
- Pipeline management within a CRM system (preferably Salesforce)
- Ability to travel 60%
