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Job Details

Advanced Solutions Construction Territory Director

Company name
Johnson Controls, Inc.

Location
Santa Clara, CA, United States

Employment Type
Full-Time

Industry
Marketing, Sales, Construction, Manager, Engineering

Posted on
Oct 16,2019

Valid Through
Jan 29,2020

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Profile

Advanced Solutions – Construction Territory Director','WD30082946277','!*!What you will do

Under

general direction, directs BSNA North America Connected Technologies (CT) Sales

Managers.  Provide leadership,

development and coaching to optimize growth and increase market share of advanced

solutions construction sales.  Develop and execute sales strategies, processes, and tools

to achieve sales objectives and increase market share.  Works with sales managers to drive

construction complex sales and sales management disciplines in conjunction with

Area management teams.   Expertise in selling connected outcomes,

differentiating offerings from competitors and understanding the sales process.  Lead the development and execution of sales

strategies, programs, processes, and tools to achieve the sales

objectives.  Drives the development and

coaching of the value proposition, accountability for pipeline growth and area

collaboration. Understands bidding/proposing/negotiating, contract review of

all contract types, DOA approval processes and all financial aspects of

selling, booking and executing the CT business.

 

How you will do it

Leadership

responsibilities for 50% of BSNA US Areas (or 100% of BSNA Canada) aligned by

Area Vice President Portfolio and manages associated Connected Technologies Sales

Managers (CTSM) with assigned Areas.Accountable

for Area Management Team (AMT) collaboration, Sales Management Disciplines and

profitable growth.Leads

the strategic and financial planning process for CT in assigned Areas in

conjunction with AMT partners. Leads the monthly/quarterly/annual planning and forecasting/reporting

process with AMT participation.Responsible for all portfolio CT leading indicators, including CRM,

Forecast Block management, YoY pipeline growth, etc.Responsible for all portfolio CT lagging indicators including secured to

plan, YoY growth, sales productivity and price. 

Responsible for all HR functions for assigned CTSMs and their teams

including OHI, Vital Values and Safety programs. Develops the advanced solutions construction market value proposition, continues

to identify tangible outcomes to improve the value proposition tailored to

vertical markets and specific buyers in the local markets.Participates in (or leads) team-led Customer Showcase visits and other customer

engagement activities with responsibility for C-level relationship management

with key customers. Excellent presentation and facilitation skills required.Becomes a subject matter expert in positioning Advanced Technology

Solutions for the construction market, including team-selling complex,

multi-scope, integrated technology packages with digital and/or financial solutions

to the construction buyer.Understands the booking/approval process for all contract types

including all DOA requirements for pre-bid, pre-book, LOI and contract

conversion activities. Knows how to navigate upstream/downstream management

chain and cross-domain leadership engagement activities on team-selling

multi-domain complex projects.  Actively participates in industry professional groups and speaking

engagements (i.e., AGC, ASHE, DBIA, USGBC, AIA, etc.  Obtains a board position in at least one of

these groups.','!*!What we look for Bachelor’s degree in engineering, marketing, a related field or equivalent experience, Master’s preferred.  Minimum ten years of experience in construction marketing and sales, including eight to ten years of sales or marketing management experience, direct sales experience and sales management experience.  Demonstrated knowledge of the construction marketplace, financial reporting and relationships with key players in the construction market.*This role can be located virtually','Sales & Marketing','US-CA-Santa Clara','US-OR-Portland, US-AZ-Phoenix, US-WA-Seattle, US-NV-Las Vegas, US-CA-Los Angeles','Bldg Technologies & Solutions','Exempt','Exempt','Advanced Solutions – Construction Territory Director

Company info

Johnson Controls, Inc.
Website : http://www.johnsoncontrols.com

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