Territory Sales Manager Anz

3 weeks ago

Scoresby, Australia Johnson Controls International Full time

**The Company**

Johnson Controls is the Global leader for smart, healthy, and sustainable buildings. At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.

**_ Opportunity for an experienced Sales Manager to join a Global company and work with some of the best people in the industry._**

**_ This position provides the autonomy and flexibility to tailor it to your style, offering a pathway to a long-term career at JCI._**

**_ We are open to this role being based in Sydney, Melbourne, Brisbane or Auckland._**

**_ Territory Sales Manager ANZ (Fire Suppression Products -Water & Mechanical)_**

**About the role**:

- Reporting to the Regional Sales Director APAC, you will be part of the APAC management team, directly responsible for the management of the sales resources within the designated region.
- You are responsible for the profitable growth of the Johnson Controls brand Fire Suppression Products (FSP) Division business. Your objective is to coordinate efforts and teams in selling our fire protection products and solutions in the region.
- The role requires collaboration with multiple stakeholders, and functional leaders. The business partners that this role will collaborate with include your outside sales, inside sales, and Business Development teams, the APAC Product Sales Directors, S&D, finance, product management, marketing, R&D, technical support, and customer service teams.
- You will set volume and profit objectives for your sales area by managing and developing sales through existing channels and new prospect customers (dominantly contractors & resellers).
- You will drive a performance-based culture, focused on delivering the business commitments to revenue, margin, and price, constantly coaching and developing the teams, embracing the future, and supporting business transformation.

**How you will do it**
- Develop and manage an annual sales growth plan and go to market strategy, ensuring resources are aligned to delivering the business objectives, and focused on activities and priorities driving biggest returns.
- Develop, coordinate, and participate in account management to support Global Products channel growth in priority markets, and ensure we are increasing our wallet share of product sales with our customers.
- Develop a robust and continual approach to Account Planning, and Sales Initiative Development, with clearly defined and measurable actions and outputs that will drive continual incremental and sustainable growth in the region.
- Use Salesforce CRM platform to target and measure the sales team’s activity in the market, measuring visit activity (face to face and virtually), opportunity pipeline and conversion, account planning, and coaching plans.
- Responsible for the evolution of priority markets through a Maturity Model process ensuring growth in capabilities in these priority markets. Key attributes of the Maturity Model capability development tool include strategic planning commitment, projects business account coverage, project pre-sales capabilities, sales management, and post-sales capabilities.
- Coordinate pricing strategies in partnership with channel.
- Drive product launches to the Global Products channel.
- Identify, recommend, and implement programs, tools, and support requirements necessary to advance the selling effectiveness of equipment sales organization.

**What we look for**
- Minimum of 5-7 years of experience in Sales Management, with a proven track record of successful sales growth and development.
- Bachelor's degree in Engineering, Business or Marketing.
- Demonstrated sales experience and consultative selling process.
- Experienced in Account Management, with capability to develop relationships across multiple influencers, and multiple levels of the organization.
- Strong business acumen with the ability to counsel and develop customers.
- Possess excellent presentation skills and proficient at 1-on-1 and group presentations.
- Experience in account plan construction using CRM tool.
- Ability to travel up to 50%.
- Ability to work in a virtual environment.

**_ JCI’s Diversity & Inclusion_**
- Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers’ vision for success. Our High-Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate. Our D&I mission elevates each employee’s responsibility to contribute to our culture. It’s through these contributions that we’ll drive the mindsets and behaviors we need to power our customers’ missions. You have the power. You have the voice. Y

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