[Hiring] Equipment Margin Strategy Leader @Johnson Controls

Role Description

Be the “one-source” for your assigned territory providing communication with the HVAC Construction sales team on all qualified opportunities which will include chillers and air handling units.

• Provide mentorship and coaching as well as price levels, which will result in increasing the win rate at the highest possible market levels.
• Quarterback the engagement of appropriate subject matter authorities at the inception of opportunities to improve product positioning, optimization and project strategy.
• Apply expertise in balancing both project specific situational criteria and product specific historical win/loss data to calculate the highest possible winning price for each opportunity.
• Collaborate with Global Products and Area leadership to provide final price authorization.
• Coach the sales team on strategies to win at the highest possible margin.
• Gain the trust of the sales team you support through transparency and integrity along with sound, data driven advice.
• Ultimately co-own the successful win of every opportunity where you provided advice.
• Channel responsibility includes sales of applied equipment through the Equipment North American, EqNA, branches via direct salespeople and agents.

Qualifications

• Bachelor’s degree in engineering, Marketing, a related field or equivalent experience with at least 5 years of experience.
• Demonstrated ability in HVAC industry sales or sales management.
• Knowledge of Applied Equipment such as Chillers and Air Handling Units.
• Ability to work cross-functionally with sales reps, Local and Area Leaders, EqNA Leadership, and Global Products.
• Ability to collaborate with and influence others.
• Ability to work remotely.

Requirements

• Build an atmosphere of trust and partnership with Sales Reps, Agents, Local and Area leaders, Regional Sales Managers, Area General Managers and Area Sale Managers.
• Lead internal and external resources to support the bid and proposal processes for HVAC Equipment.
• Collect commercial and financial information needed for the bid and proposal of the project.
• Analyze various components of project to identify appropriate balance between financial results and customer satisfaction.
• Proactively quarterback bid and budget review on all projects within scope of the HVAC Deal Desk.
• Schedule project reviews with salespersons and agents for qualified upcoming projects in their pipeline to ensure engagement.
• Develop an understanding and improve overall sales strategies to qualify situational impacts and strengthen our position.
• Apply competitive market intelligence, factory loading/lead time indicators to help formulate an overall winning strategy for each unique project opportunity at the highest possible margin.
• Use historical win/loss data, market share data, competitor dynamics, and local market dynamics to provide optimized price levels.
• Facilitate and play an advisory role between Salespersons/agents and Product Regional Sales Manager and Subject Matter Experts, RSMs/SMEs, regarding optimizing technical strategy and cost impacts.
• Investigate and uncover other influences that impact our ability to win (both at an individual market level and broader North America level) and subjectively make the necessary adjustments to strategy and value proposition.
• Use dashboards to monitor and proactively follow-up on all opportunities as key indicators change during the sales cycle.
• Collaborate and align weekly with peers: Regional product RSMs/SMEs, and Product Leaders to stay current on the market, products, competitors, and situational influencers and to collaborate and align best practices.
• Participate with field team on project strategy reviews.
• Facilitate final Price Authorization based on Delegation of Authority, DOA, thresholds.
• Support the Pre-bid Review Process alongside Local/Area leadership and salespersons, inclusive of other DOA HQ Sales and Ops leadership approvers.

Benefits

• Competitive base salary and a comprehensive bonus program.
• Three weeks paid vacation in a calendar year/holidays/sick time/three PTO days in a calendar year.
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one.
• Extensive product and on the job/cross training opportunities.
• Encouraging and collaborative team environment.
• Dedication to safety through our Zero Harm policy.
• JCI Employee discount programs (The Loop by Perk Spot).

Company Description

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.