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Territory Sales Manager ANZ
2 months ago
About Johnson Controls
Johnson Controls is a global leader in the development and implementation of innovative building solutions. Our company has a rich history of making buildings smarter, healthier, and more sustainable since 1885.
Opportunity for a Sales Manager
We are seeking an experienced Sales Manager to join our team and work with some of the best professionals in the industry. This role provides the autonomy and flexibility to tailor your approach to your style, offering a pathway to a long-term career at Johnson Controls.
About the Role
As a Sales Manager, you will be part of the APAC management team, directly responsible for the management of sales resources within the designated region.
You will be 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, including outside sales, inside sales, and Business Development teams, as well as functional leaders such as 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 business commitments to revenue, margin, and price, constantly coaching and developing the teams, embracing the future, and supporting business transformation.
Key Responsibilities
Develop and manage an annual sales growth plan and go-to-market strategy, ensuring resources are aligned to delivering 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.
Requirements
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.
Experience with all Microsoft Office applications.
Ability to travel up to 50%.
Ability to work in a virtual environment.
About Johnson Controls' Culture
At Johnson Controls, we value diversity and inclusion, and we strive to create a culture that is inclusive, respectful, and supportive of all employees. We believe that our diversity is a strength, and we are committed to creating a workplace where everyone feels valued, respected, and empowered to contribute their best work.
